成功销售秘诀SCIENCE OF SALES SUCCESS
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作者： Josh Costell 著
出 版 社： 上海蓝泉外文图书有限公司
出版时间： 2004-12-1字数：版次： 1页数： 307印刷时间： 2003/11/01开本：印次：纸张： 胶版纸I S B N ： 9780814471920包装： 精装内容简介
What's the secret to becoming a top-performing sales professional? Chances are, the most successful ones you know have the greatest number of long-term customers. Once upon a time, clinching those high-profit customers and orders meant investing in many sales calls over months or years before you could hope to achieve that pinnacle of sales success, relationship selling. But what if you could fast-forward the sales process to get prospects and new customers to act like long-term, satisfied regulars?
The Science of Sales Success will enable you to do just that. You'll learn how to fulfill customers' expectations measurably better than your competitors can, and improve your closure rate and profit level in what will feel like the speed of light. Here, an award-winning sales maverick, Josh Costell, reveals a uniquely quantifiable and refreshingly sensible method for achieving the perfect win-win sales situation. It lets you measure--in specific financial terms--the value your customers will receive from meeting their goals through buying your products or services. By developing an approach that treats selling as a science, Costell skyrocketed from rookie salesperson to national sales manager of a Fortune 500 company just three years out of college. And by applying his scientific selling system, MeasureMax (short for "Measure to Maximize")--which can ccommodate different customers' and salespeople's styles--any salesperson can duplicate success on a planned, routine basis and become a bona fide sales superstar.
This systematic approach to selling was honed through Costell's relentless challenging of traditional sales assumptions while observing more than one thousand sales calls worldwide. Based on the premise that customer knowledge is the source of sales power, it begins with selecting your customers and opportunities, rather than simply reacting to requests for information and proposals. It involves researching the value your customers are seeking, and coordinating that
with what you can provide--better than your (continues on back flap)
作者简介
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 Siemens), he quickly rose to become national sales manager of York International, a billion-dollar Fortune 500 company, winning numerous sales and profitability awards along the way. In 1988, he became CEO and president of Mechanical Ingenuity Corporation. Using his Measure Max system, he grew the electronic start-up into a multimillion-dollar global venture. He lives in Monmouth Beach, New Jersey.
目录
Foreword
Acknowledgments
Introduction
CHAPTER 1 Measurability Matters
CHAPTER 2 Defining Value
CHAPTER 3 Receiving Value
CHAPTER 4 Tests of Reasonableness
CHAPTER 5 Every Question Counts
CHAPTER 6 Leave the Brochures Behind
CHAPTER 7 Every Reason to Say Yes
CHAPTER 8 When the World Isn't Perfect
CHAPTER 9 Using MeasureMax Your Way
Glossary
Bibliography
Index
About the Author
