Skipping the Order to Get the Order


Sometimes, it makes sense to skip or rush through one or more of the MPs. You might need to do so in any one of the following situations:

  • Costly sales expenses to conduct MP 2: Measure Potential in person. Therefore, conduct MP 1: Spark Interest and as much of MP 2 as possible simultaneously via phone or e-mail to qualify long-distance prospects.

  • Customer emergency requires an immediate proposal; you go straight to MP 3: Cement Solution. Again, try to establish customers' long-term goals, so short-term emergency solutions are consistent with them.

  • A strong MPC 3: Solution Confirmed leads you right into MP 4: Implement Agreement. MP 4 becomes the logical conclusion to the previous MPC commitments. The stronger the measurable benefits, the greater the chances that MPC 3 and MPC 4 will occur at the same time.

  • With multiple decision makers, conduct MP 2 to MP 4 with gatekeepers. Their MPC 4: Agreement Confirmed is their endorsement for you to meet with the advocates or final decision makers.




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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