Sales Is a Science: How the Top 2 % Succeed

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iUniverse, Feb 10, 2011 - Business & Economics - 228 pages
What does it take to become a top performer in todays competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. Sales as a Science defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.
 

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Contents

Beginning the Transition to Your Financial Independence
1
Elements in an Effective Sales Process
19
Creating My Sales PlanStep 1 of My Transformation
39
Account Research Prior to Contact
67
Initial Customer Contact
81
Developing Customer Contacts
103
Begin Your Transition to Selling
125
Presentation and FollowUp
141
The Customers Evaluation of Your Offering
155
The Negotiation Process
177
Increasing Your Revenue by 20 Percent
193
The Successful Sales Process
199
BibliographyRecommended Reading
203
Index
205
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About the author (2011)

Allan Lobeck has spent the last twenty-five years in sales and sales management and has participated in nine different sales training programs. Based in Houston, Texas, Lobeck works as a worldwide sales closer. Visit him online at www.salesasascience.com.

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