Let the Best Sales Method Win


Throughout these four selling phases, you follow strategies and steps in a prescribed order. This recommended sequence emerged after years of fine-tuning which order of steps achieved the best results. Yet, the strength of the selling system is that it is goal oriented, not task oriented. While it is important how you conduct the steps, it is more important that you achieve the objectives of each MP, which is obtaining an MPC. You can choose to follow these steps or modify them to better fit your style and personality.

Fortunately, you do not need to memorize logic-driven steps. You only need to remember to keep your focus on the customers' goals and filters. Applying the MeasureMax process and achieving success is all it takes to fine-tune the steps to the specifics of your selling situations.

If you choose to use a sales method with different steps or sequences, however, challenge their effectiveness. Also, make sure you know Chapter 8 inside out so you can handle the obstacles that arise from going out of sequence. MeasureMax's framework of MPs and MPCs allows you to measure the productivity of any sales method on a per-sales-call basis. You want to measure your progress by how many in-person sales calls it takes for you to obtain each MPC. Remember, sales calls are your limited resources that must provide an adequate return.

In addition, measure how long (days, weeks, months, or years) it takes you to achieve the MPCs. The measurable customer commitments of MPCs make it easy to know whether you obtained them or not. They leave no room for interpretation. Try using MeasureMax's steps and sequence on a few sales opportunities. Compare your current sales method's results to MeasureMax's, and let the best sales method win.

Note

Regardless of whether you sell one product or a hundred, a service rather than a product, or high-end to low-end on a quality scale, selling value that you receive higher profits for still depends on connecting features to the measurable benefits of the customer's goals via accurate and favorable SOEs. Following the order and steps of the Measurable Phases helps to make that happen.




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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