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The Science of Sales Success: 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
BUY ON AMAZON
Table of Contents
BackCover
The Science of Sales Success - A Proven System for High-Profit, Repeatable Results
Foreword
Introduction
Measuring Up
A Systematic Approach
Before Making Sales Calls
Change the Order to Get the Order
Creating High-Return Opportunities
Shattering Myths
The Building Blocks
Overview of Chapters
The Rewards
Eliminating the Tower of Babel Effect
It s Your Choice
Notes
Chapter 1: Measurability Matters
Strategy First, Tactics Second
Tactics Result in Unequal Motivation
Strategy
Customers, Selling Modes, and Measurability
It Takes Time
Sales Excellence Requires More Than Educated Guesses
Making the Sales Process Measurable
Decommoditize the Sale
Change the Rules
Selling Measurable Value Is Habit Forming
No Magic Wand
Summary
Chapter 2: Defining Value
Features
Describe Features Clearly
Benefits
Calculating the Value of Benefits
It Matters Who Receives the Benefits
Which Value Should You Use When Selling?
Unique Strengths (Let the Big Dogs Eat)
Deciding Whether a Feature Is a Unique Strength
What If Your Product Doesn t Have Any Unique Strengths?
The Power of Packaging Products Together
How Product Options Affect Your Selling Efforts
Feature Value Rating
Analogies
The Product Profile Sheet
It Only Takes One
Summary
Chapter 3: Receiving Value
Needs
Goals
Organizational Characteristics Affect Customers Goals
The Cost of Doing Nothing
Market Profile Sheets
Strength Through Knowledge
Summary
Chapter 4: Tests of Reasonableness
The End of Qualifying As You Know It
Motivate Customers to Share Information
Filters Must Measure Up
Customers Come in Three Flavors
Goal Motivation (Influencer)
Current Situation (Influencer)
Plans (Influencer)
Complete, Start, Budget, and Decision Dates (Prerequisites)
Funding (Prerequisite)
Keys to Previous SuccessesFailures (Influencer)
Attainment Measurement (Prerequisite)
Why Guess?
Summary
Notes
Chapter 5: Every Question Counts
Business Questions, Not Product Statements, Demonstrate Expertise
Active Listening
Active Questioning
Beyond Fluff
The Power of the Four Types of Questions
Tuned In
Summary
Chapter 6: Leave the Brochures Behind
How MeasureMax Works
Let the Best Sales Method Win
MP 1: Spark Interest
Measurable Phase Change 1: Interest Confirmed
Using Voice Mail to Jump-Start MP 1
Using E-Mail to Jump-Start MP 2
Using an Assistant to Obtain MPC 1 and Set Up MP 2 Calls
MP 2: Measure Potential
Conditional Commitments
Skipping the Order to Get the Order
To Take Notes or Not to Take Notes, That Is the Question
You Forgot Something
Handling Selling Situations with Multiple Decision Makers
MP 1: Spark Interest
MP 2: Measure Potential
Summary
Chapter 7: Every Reason to Say Yes
MP 3: Cement Solution
Before Meeting with Customer MP 3 Steps
Are Your Proposed Solutions Pushed or Pulled Through?
At the Meeting MP 3 Steps
How You Connect the Dots
The Verbal Structure of Explaining
The Tactics Behind Crystal-Clear Explanations
Explaining Technical Products to Nontechnical Buyers
How Technical Should You Get
Measurable Phase Change 3: Solution Confirmed
Scopes of Work
The Steps of MP 4: Implement Agreement
Measurable Phase Change 4: Agreement Confirmed
Just the Logical Conclusion
Summary
Chapter 8: When the World Isn t Perfect
Nip Them in the Bud
The Three General Categories of Hinges
The Four Types of Hinges
How s Zat? Prevents Responses on Automatic Pilot
How s Zat Tactics
The Basic Steps in Handling Hinges
Let the Customer Go First
Overview of the General Steps for Handling Hinges
Summary
Chapter 9: Using MeasureMax Your Way
Get Out of the Numbers Game
Account Management
Market Development
Sales Consistency and Time Management
Compete Against Yourself and Productivity Explodes
The Five Variables
What Happens When You Cannot Use MeasureMax?
Some Final Thoughts
Summary
Glossary
A-C
D-F
G-K
L-M
N-O
P
Q-S
T-W
Y
Bibliography
Index
Index_B
Index_C
Index_D
Index_E
Index_F
Index_G
Index_H
Index_I
Index_K
Index_L
Index_M
Index_N
Index_O
Index_P
Index_Q
Index_R
Index_S
Index_T
Index_U
Index_V
Index_Y
List of Exhibits
List of Examples and Scenarios
List of Case Studies
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
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