Making the Sales Process Measurable


MeasureMax has four selling phases as shown in Exhibit 1-6. Unlike traditional selling stages, these Measurable Phases (MPs) include quantifiable steps that have definitive starting and verifiable ending points, which are referred to as Measurable Phase Changes (MPCs).

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Exhibit 1-6: The four selling phases of MeasureMax.

MPs provide the framework to measure the how:

  1. The number of sales calls you make in each MP determines your progress and your ability to be a consistent producer.

  2. Their sequence creates the most measurable value for customers.

  3. The length of time it takes to complete MPs gauges your efficiency.

  4. The sequence of the MPs, as well as the pace needed to complete them, points you toward the most productive strategies to employ.

  5. Their corresponding MPCs verify that the customers' pace and progress are in sync with yours.

MPs and MPCs also help you to determine whether the potential for achieving customers' goals is worth spending more time, energy, and resources. These sales mile markers ensure that you do not become lost. You know what steps lay ahead and how to stay on track. Use them to outvalue competition, earn higher profits margins, exceed customers' expectations, and retain long-term customers. Turn your "okay" guesses into measurable answers to determine whether "great" or "lousy" endings await you and your customers—so you both know whether to bail out sooner or hang in longer.




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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