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Introduction
Exhibit I-1: Connecting all the pieces in selling.
Exhibit I-2: Comparing traditional selling to the MeasureMax selling system.
Exhibit I-3: Comparing traditional selling to the MeasureMax selling system.
Exhibit I-4: The five viewpoints of the MeasureMax selling system.
Exhibit I-5: The four phases of MeasureMax. (Note— MP stands for Measurable Phases, while MPC stands for Measurable Phase Changes.)
Chapter 1: Measurability Matters
Exhibit 1-1: Column 2 makes value measurable.
Exhibit 1-2: Using Column 2 to win over competitors' customers.
Exhibit 1-3: It's all about time.
Exhibit 1-4: Measurability shrinks time.
Exhibit 1-5: Prevent wasted effort.
Exhibit 1-6: The four selling phases of MeasureMax.
Chapter 2: Defining Value
Exhibit 2-1: Column 1 vs. Column 2 values.
Exhibit 2-2: Features, benefits, and value type.
Exhibit 2-3: Features, benefits, and value type.
Exhibit 2-4: Know the focus of the value.
Exhibit 2-5: Product profile sheet example.
Exhibit 2-6: Product profile sheet example.
Chapter 3: Receiving Value
Exhibit 3-1: Examples of general corporate categories and specific customer goals.
Exhibit 3-2: SOEs must reflect the attainment of customers' goals.
Exhibit 3-3: SOEs calculate value differently.
Exhibit 3-4: Everyday examples of SOEs.
Exhibit 3-5: Use SOEs to make customer's goals measurable.
Exhibit 3-6: Market profile sheet for Positron.
Chapter 4: Tests of Reasonableness
Exhibit 4-1: Filters are like sieves.
Exhibit 4-2: Customers are positive, negative, or neutral.
Chapter 5: Every Question Counts
Exhibit 5-1: Become a customer expert.
Exhibit 5-2: You choose where your questions lead you.
Exhibit 5-3: Verify customers' responses.
Chapter 6: Leave the Brochures Behind
Exhibit 6-1: The four selling steps.
Exhibit 6-2: MP 1— Spark Interest.
Exhibit 6-3: Spark interest statement template.
Exhibit 6-4: Sample e-mail agenda.
Exhibit 6-5: MP 2— Measure Potential.
Exhibit 6-6: Your questions should reference customers' goals.
Exhibit 6-7: Call-back questions.
Exhibit 6-8: Quick-entry sales management sheet.
Exhibit 6-9: Market profile sheet.
Exhibit 6-10: Front page of
Q
sheet.
Exhibit 6-11: Back page of
Q
sheet.
Chapter 7: Every Reason to Say Yes
Exhibit 7-1: MP 3— Cement Solution (before presentation).
Exhibit 7-2: Connecting value sheet.
Exhibit 7-3: Pushed-through vs. pulled-through test.
Exhibit 7-4: MP 3— Cement Solution (at presentation).
Exhibit 7-5: Connecting goals, benefits, features.
Exhibit 7-6: PowerPoint presentation.
Exhibit 7-7: Scope of work cover letter.
Exhibit 7-8: Scope of work checklist.
Exhibit 7-9: MP 4— Implement Agreement.
Exhibit 7-10: Connecting value sheet.
Exhibit 7-11: The four phases of the MeasureMax selling system.
Chapter 8: When the World Isn't Perfect
Exhibit 8-1: Basic steps for handling hinges.
Exhibit 8-2: Overview of the four steps.
Exhibit 8-3: Pulse check scenario.
Exhibit 8-4: Iceberg ahead scenario.
Exhibit 8-5: Gutter ball scenario.
Exhibit 8-6: Rip-off scenario.
Exhibit 8-7: Type I— Pulse check.
Exhibit 8-8: How to handle the pulse check hinge.
Exhibit 8-9: Type II— Iceberg ahead.
Exhibit 8-10: How to handle the iceberg ahead hinge.
Exhibit 8-11: Type III— Gutter ball.
Exhibit 8-12: How to handle the gutter ball hinge.
Exhibit 8-13: Type IV— Rip-off.
Exhibit 8-14: How to handle the rip-off hinge.
Chapter 9: Using MeasureMax Your Way
Exhibit 9-1: Product profile sheet.
Exhibit 9-2: Competitor's product profile sheet.
Exhibit 9-3: Market profile sheet.
Exhibit 9-4: Front page of
Q
sheet.
Exhibit 9-5: Back page of
Q
sheet.
Exhibit 9-6: Connecting value sheet.
Exhibit 9-7: Passing the pulled-through test.
Exhibit 9-8: The right balance for sales calls.
Exhibit 9-9: Example of a monthly sales call planner.
Exhibit 9-10: Setting limits to improve productivity.
Exhibit 9-11: Manageable quote limit.
Exhibit 9-12: The productivity equation.
Exhibit 9-13: Using the productivity equation as your personal benchmark.
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The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors:
Josh Costell
BUY ON AMAZON
Strategies for Information Technology Governance
Structures, Processes and Relational Mechanisms for IT Governance
Measuring and Managing E-Business Initiatives Through the Balanced Scorecard
Technical Issues Related to IT Governance Tactics: Product Metrics, Measurements and Process Control
Managing IT Functions
The Evolution of IT Governance at NB Power
Image Processing with LabVIEW and IMAQ Vision
Image Acquisition
Line-Scan Cameras
Image Distribution
Camera Interfaces and Protocols
Image Processing
Cisco Voice Gateways and Gatekeepers
The Role of Voice Gatekeepers
Media Gateway Control Protocol
Digital Trunks
Review Questions
Introducing Microsoft ASP.NET AJAX (Pro - Developer)
The AJAX Revolution
The Microsoft Client Library for AJAX
Partial Page Rendering
Remote Method Calls with ASP.NET AJAX
Building AJAX Applications with ASP.NET
Lean Six Sigma for Service : How to Use Lean Speed and Six Sigma Quality to Improve Services and Transactions
Success Story #1 Lockheed Martin Creating a New Legacy
Executing Corporate Strategy with Lean Six Sigma
The Value in Conquering Complexity
Success Story #4 Stanford Hospital and Clinics At the forefront of the quality revolution
Service Process Challenges
Quartz Job Scheduling Framework: Building Open Source Enterprise Applications
Using the FileScanListener
Using Quartz Remotely
Running the Quartz Cluster Nodes
What Is Workflow?
Configuring Quartz Listeners
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