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

Sometimes, it makes sense to skip or rush through one or more of the MPs. You might need to do so in any one of the following situations:

• Costly sales expenses to conduct MP 2: Measure Potential in person. Therefore, conduct MP 1: Spark Interest and as much of MP 2 as possible simultaneously via phone or e-mail to qualify long-distance prospects.

• Customer emergency requires an immediate proposal; you go straight to MP 3: Cement Solution. Again, try to establish customers' long-term goals, so short-term emergency solutions are consistent with them.

• A strong MPC 3: Solution Confirmed leads you right into MP 4: Implement Agreement. MP 4 becomes the logical conclusion to the previous MPC commitments. The stronger the measurable benefits, the greater the chances that MPC 3 and MPC 4 will occur at the same time.

• With multiple decision makers, conduct MP 2 to MP 4 with gatekeepers. Their MPC 4: Agreement Confirmed is their endorsement for you to meet with the advocates or final decision makers.