Index_S


S

Safety Zones, 132–133, 164, 231

sales calls

bottom-up ordering of, 94

limits on, 277–278

monthly planner for, 276–277

number of, 281

selling value in, 15–17

stages of, 275

time management with, 274–279

sales methods, 12–13, 33–34

scheduling software, 277

selling

bottom-up, 38

brinkmanship, 24–25

courtship, 25

to customers' goals, 70–75

to customers' needs, 67–70

measurability of success in, 33–35

Measurable Phases of, 35–36

modes of, 22–25

relationship, 1, 2, 22–24

time factor in, 25–28

top-down, 37, 115

of value, 15–17

services, 47, see also products

Siebel ebusiness, 75

smokescreens, 229–230

SOEs, see Systems of Evaluation

Solution Confirmed (Measurable Phase Change 3)

in business-to-business sales, 211–215

in business-to-consumer transactions, 218–221

Spark Interest (Measurable Phase 1)

in business-to-business sales, 150–159

in business-to-consumer transactions, 181, 182–183

and confirming the interest, 156–157, 159

Research and Membership step in, 151–153, 181

Take Your Pick step in, 153–155, 181, 182

Track Record step in, 155–156, 182–183

and using voice mail, 157–158

start dates, 118–119

strategy

as driver of tactics, 16, 18–20

for identifying measurable details, 21–22

strengths, unique, see unique strengths

success, measurability of, 33–35

superstart, 1, 2

supplier, positioning yourself as, 73

Systems of Evaluation (SOEs), 78–84

benefits of, 79

calculating value of, 81–83

and cost of doing nothing, 84

identifying customers', 79

key performance indicators vs., 78

for making goals measurable, 86




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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