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Summary: You Can't Manage The Sale If You Can't Measure It
Review: As a reviewer of sales books I have read them all: Spin Selling, Beyond Selling Value, The New Solution Selling, and more then a hundred more published in Germany and the US. I ranked The Science of Sales Success #1 ahead of all these in my list of books on selling in a complex environment. Josh Costell's book is indeed something special. It's methodology is not only more logical and elegant then those of his competitors, but also more realistic and controllable by sales executives. It deserves to become the premier handbook for all involved in B2B sales.
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Summary: A powerful tool for the modern sales warrior!
Review: Every chapter makes you think about how to sell smarter and more productive. You can start using its processes and concepts on your next sales call. Thanks.
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Summary: Don't miss this one
Review: If you are serious about selling, then this book is for you! This book gets to the clients goals through a scientific and analytic approach and teaches you how to do it. Imagine helping a client achieve their goals and at the same time making a huge bottom line difference to your pocketbook. I am going to read it again!
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Summary: "The Science of Sales Success"
Review: It showed me how to provide more measurable benefits than my competitors.
This is the definitive guide book for customer oriented selling, turning the paradigm on the conventional benefit solution sales methodologies.
It shows you how to build your solutions from the customer's goals down, not your product or service features up.
A must for all sales proffessionals.
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Summary: Ideal for the Professional Sales Person!
Review: Mr. Costell has captured the quantitative as well as the qualitative keys to Professional Selling. He minces no words with point by point guides and a no-nonesense critique of methods that simply do not work. In my 30+ years of Professional Sales and Sales Management, I have yet to see it spelled out in such an easy to follow to guide. His methods work! This book is clearly geared to the professional, selling high end capital goods or complex services, but his principals apply for any multi stage sale. Making sure that you know your customer's objectives before you move ahead is key. Then, letting the customer help define the solution are key benchmarks.The "Productivity Equation" he defines is the perfect tool for managing and inmproving your own or others' sales skills. Like a good golf pro analyzing your swing, the Equation shows you how to analyze your successes and how to repeat them. If you want to improve your success rates this is the book for you!
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Summary: The sales process revealed...thanks Josh Costell.
Review: Remarkable. Mr. Costell's book has been an inspiring guide to viewing the sales process (and my personal style) with more clarity and objectivity than I have previously in my 25+ years of sales experience.
Most books I read are merely "tip and technique" manuals that take up space on my office shelves. Josh has obviously spent considerable time delving into the intricate parts of the sales process. Insights and methods of this quality only come from truly original thought, these aren't just existing concepts in new wrappers.
I admit, after years of success in sales, it's often difficult for me to embrace new technology and make willing changes with enthusiasm. But Costell's writing style is so highly relatable that it's easier to initiate change from someone who's obviously tread my same path.
Whether you are a sales novice (with fewer bad habits), or a seasoned professional with a life-time of ego-centered business practices, I sincerely endorse "The Science of Sales Success". Few written volumes can be considered investments in the true sense of the word. If you take Mr. Costell's approach to heart, this book qualifies without a doubt.
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Summary: Thanks Josh Costell
Review: Thank you Josh, for a great tool to help me improve my work situation. I have only been in sales for a few years and in this economy I was having some trouble getting things off the ground. Your book has helped me tremendously! It gave me a new perspective on how to approach the customer and how to close the deal. I think, I know, my customers are really appreciating my new outlook on handling their business as well. Good luck to you and Thanks again!
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Summary: You Can't Manage The Sale If You Can't Measure It
Review: The Science of Sales Success is a spectacular book written for today's proactive sales professional. If you're a fly by the seat of your pants salesperson, this book is not for you; continue dialing for dollars and pray for the best. If you're looking to journey from being perceived as another commdity vendor to an industry expert who can deliver measurable results to C-level customers within targeted market segments, The Science of Sales Success lays out a practical, logical methodology to get you there. Goes way above and beyond other sales books including "The New Strategic Selling," "Solution Selling," Spin Selling," and "Selling With Integrity," by providing readers with eleven sales management templates (invaluable tools), that can be customised to their specific products and services on an individual sale basis as they move from the initial planning stage to obtaining a signed purchase order. No fluff here, just a battle-tested system designed to achieve results written by an in-the-trenches sales veteran. HIGHLY RECOMMENDED!
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Summary: The Science of Sales Success
Review: The Sience of Sales Success enables your salesforce to reduce the time to close business in a repeatable process. This process has helped our salesforce increase our sales while helping our customers achieve their goals. Pick it up, read it and apply it.
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Summary: The standard by which all sales processes will be "Measured"
Review: Whether you are relatively new to sales or are a proven and highly successful veteran, The Science of Sales Success will help you increase sales - significantly and immediately! It will guide you while challenging the very way you think about each step in the sales process. By doing so, ultimately you'll be better able to objectively quantify and understand exactly where you are in the process; not simply from your perspective, rather and more importantly from the customer's perspective. Mr. Costell's measurable, systematic approach to sales is remarkably flexible thus accommodating to virtually any selling style, customer type or sales scenario! At the same time the logical structure he developed helps ensure success that can repeated time and time again. This is also extremely important to Sales Management from a budgeting/forecasting perspective. Now that's powerful! Key concepts include learning how to use milestones and benchmarks to objectively evaluate performance. And, analyzing how your products and services create measurable value for the customer. I've been in Sales and Sales Management for nearly three decades and have seen nothing that comes close to The Science of Sales Success! Simply, it is the most comprehensive sales process, system and tool ever developed! This book is a "must-read" for anyone in sales today. Congratulations and thank you Mr. Costell! Happy and successful selling to all that apply his concepts...
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