成功销售秘诀SCIENCE OF SALES SUCCESS

作者简介

""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."

书籍目录

ForewordAcknowledgmentsIntroductionCHAPTER 1  Measurability MattersCHAPTER 2  Defining ValueCHAPTER 3  Receiving ValueCHAPTER 4  Tests of ReasonablenessCHAPTER 5  Every Question CountsCHAPTER 6  Leave the Brochures BehindCHAPTER 7  Every Reason to Say YesCHAPTER 8  When the World Isn't PerfectCHAPTER 9  Using MeasureMax Your WayGlossaryBibliographyIndexAbout the Author

内容概要

JOSH (OSTELL founded Applying Knowledge Systems, a consulting and  training  firm  for  sales professionals, in 1998, after twenty years of successfully applying his "selling is a science" system. Starting out as a rookie salesperson at MCC Powers (now Si

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