The Science of Sales Success: A Proven System for High-Profit, Repeatable Results

You will increase productivity, exceed customer expectations, build long-term relationships, create golden referrals, motivate frustrated competitors to seek new career opportunities, own a cat-that-ate-the-canary smile, and earn a higher dollar W-2 to name a few benefits. You will also:

INCREASE YOUR KNOWLEDGE OF PRODUCTS AND SERVICES BY LEARNING HOW YOU:

• Define value by how customers measure it.

• Focus on your unique strengths and make them measurable.

• Ensure you do not dilute your products' strengths.

• "Create" new products and services with unique strengths.

INCREASE YOUR KNOWLEDGE OF YOUR CUSTOMERS BY LEARNING HOW YOU:

• Segment and prioritize markets by how they value your unique strengths.

• Help customers define and assign value to their goals.

• Spark interest in your customers to pursue specific goals.

• Determine customers' and your ability to achieve their goals.

IMPROVE COMMUNICATION SKILLS BY LEARNING HOW YOU:

• Use active listening to encourage customers to provide detailed information.

• Ask questions that make sense for customers to answer.

• Make presentations that customers accept.

• Ask questions that illustrate your customers' expertise.

IMPROVE ABILITY TO HANDLE UNEXPECTED BARRIERS BY LEARNING HOW YOU:

• Prevent them from forming.

• Handle them so customers remove them for you.

• Dilute the adverse affects of obstacles that do not go away.

IMPROVE CLOSING RATE BY LEARNING HOW YOU:

• Qualify solutions so you know customers accept them before you make your presentations.

• Make the close nothing more than the logical conclusion to a series of previous customer commitments.

INCREASE PRODUCTIVITY (THE W-2 FACTOR) BY LEARNING HOW YOU:

• Use a process that is structured enough to repeat success and avoid failures, yet flexible enough to accommodate different styles.

• Qualify the business potential faster to determine whether your and your customer's investment of time, effort, and resources is worth the expected return; and figure out what would have to change if it is not.

• Use the attainment of predetermined customers' agreements to measure and manage your progress.

• Make every sale a reference for the next one, and build competitor-proof, long-term professional relationships.