The Science of Sales Success

A Proven System for High-Profit, Repeatable Results

The Science of Sales Success

Author: Josh Costell
Pub Date: December 2003
Print Edition: $24.95
Print ISBN: 9780814415993
Page Count: 320
Format: Paper or Softback

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Overview

The cure for the common sales call!

"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."

About the Author

Josh Costell (Monmouth Beach, NJ) founded Applying Knowledge Systems, a sales consulting firm, after growing Mechanical Ingenuity Corporation from a start-up into a multi-million-dollar global venture. He has been a sales executive at MCC Powers and national sales manager at York International, winning every top sales and profitability award given.

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