the science of sales success and how to get rich

_{Review your Quick-Entry Sales Management (Q) sheet to determine what else you need to find out. Its format makes it easy to see}_{what measurable details you know or do not know. Your knowledge of sales opportunities will be apparent. If you use loose-leaf notes (and can find all of them), how you piece your information together will probably differ for every sale. Yet, sales success comes from consistently repeating the same steps that achieve the same outcomes. Loose-leaf notes make that a difficult task. Q sheets do not.}

_{Either way, be on the lookout for either sketchy (that is, immeasurable) or missing information. An unknown or vague goal, filter, or conditional commitment can doom a sale to failure. With unknowns, you gamble that any filter or goal you do not know will not affect the outcome of the sale. Again, you can call customers to get missing details. Be sure to provide them with new, relevant information when you do.}

_{Step Two: Benchmarks}

_{With your product selections, you seek to accomplish two objectives. First, you connect the features of your products that produce the measurable benefits of customers' goals. While you should strive to achieve all their goals, achieving the top-ranked one included in the conditional commitment is mandatory. Include as many unique strengths as you can. Do not forget how packaging or corporate-level features help you in this endeavor. Avoid any diluting features that do not connect to a measurable benefit.}

_{Second, if you are not the existing supplier, make sure the measurable benefits in Column 2 can offset the assigned dollar value of price, delivery, supplier relationship, and cost of changing suppliers or products in Column 1. If you are the existing supplier, make sure Column 2 value can overcome the costs of doing nothing.}

_Note

_{If your product selection contains no unique strengths, question the validity of your Market Profile sheet. Without any unique strengths, you often end up doing battle with me-too competitors that offer low prices. However, you can still earn sales even without any unique strengths. Just show how the features of your products produce more measurable benefits than those of competitors.}

the science of sales success and how to get rich_115

Step Two: Benchmarks

_{Step Two: Benchmarks}