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
EAN: 2147483647
Year: 2006
Pages: 170
Pages: 170
Authors: Josh Costell
- 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
EAN: 2147483647
Year: 2006
Pages: 170
Pages: 170
Authors: Josh Costell