文档介绍：The Science of Sales ess: A Proven System for
High Profit, Repeatable Results
by Josh Costell ISBN:0814471927
© 2004 (307 pages)
This unique book shows readers how to achieve the
perfect win-win sales situation and demonstrates how to
build value-driven solutions from the perspective of
customers' goals rather than the products and services
being offered.
Table of Contents
The Science of Sales ess A Proven System for High-Profit,
Repeatable Results
Foreword
Introduction
Ch
apt
- Measurability Matters
er
1
Ch
apt
- Defining Value
er
2
Ch
apt
- Receiving Value
er
3
Ch
apt
- Tests of Reasonableness
er
4
Ch
apt
- Every Question Counts
er
5
Ch
apt
- Leave the Brochures Behind
er
6
Ch
apt
- Every Reason to Say Yes
er
7
Ch
apt
- When the World Isn't Perfect
er
8
Ch
apt
- Using MeasureMax Your Way
er
9
Glossary
Bibliography
Index
List of Exhibits
List of Examples and Scenarios
List of Case Studies
Back Cover
The Science of Sales ess shows readers how to achieve the perfect win-win sales situation. Providing a system
for giving customers more measurable benefits petitors, 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 pany just three years out of college. Now he reveals how to:
• Apply a quantifiable approach to selling in order to duplicate ess
• 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 ess is every sales pr