The Science of Sales Success: A Proven System for High Profit, Repeatable Results
AMACOM | 2003 | 320 pages | ISBN-10: 0814471927 | CHM | 6.37 MB
The Science of Sales Success shows readers how to achieve the perfect win-win sales situation. Providing a system for giving customers more measurable benefits than competitors, Josh Costell shows how sales professionals can make fewer calls to win higher-profit orders. Costell used his "selling is a science" theory to propel him from rookie status to national sales manager of a Fortune 500 company just three years out of college. Now he reveals how to:
* Apply a quantifiable approach to selling in order to duplicate success * Speed up "advance or abandon" decisions to make productivity explode * Create bonds and motivate customers to share decision-making information
Filled with examples and case studies, the book shows how to build value-driven solutions from the perspective of customers' goals rather than the products and services being offered. Featuring templates and a unique sales milestone map, The Science of Sales Success is every sales professional's key to faster sales growth.