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

by Josh Costell

" 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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0814471927
• ISBN13: 9780814471920
• Release Date: January 2003
• Publisher: AMACOM/American Management Association
• Length: 307 Pages
• Weight: 1.35 lbs.
• Dimensions: 1.2" x 6.3" x 9.3"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

You Can't Manage The Sale If You Can't Measure It

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!

The sales process revealed...thanks Josh Costell.

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.

Ideal for the Professional Sales Person!

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!

The standard by which all sales processes will be "Measured"

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...

You can't manage what you can't measure!

After a lifetime of searching, and spending thousands of dollars on seminars and software, I have found the rosetta stone to successful selling. The author is the very first to correlate the "sale" and sales cycle to a system which enables you to instantly, scientifically monitor and measure "success and failure".The author is articulate but not wordy. I found the examples the author provided to be extremely useful and certainly drawn from real world, "deep in the weeds" experiences. This guy has definitely been there. In the short time of applying this scientific approach, I have already documented and measured improved results. Take the guess work out of selling and go for it.