An invaluable handbook for every sales or sales management professional, this unique guide describes the behavior-based tools for optimizing customer relations and influencing the skills that make a difference in sales results. “The fundamentals of Precision Selling include how to plan precise behaviors for sales activity and how to actually do those things on a consistent and constant basis,†writes Laipple. This practical book details the steps for integrating and activating Precision Selling methods into the current work of your sales force including:
Identifying and measuring desired results
Targeting a customer population
Recognizing the early indicators for attaining future results
Acting on the critical sales behaviors that make a difference
From daily selling behaviors with customers to specific action plans to coaching skills, this handbook provides the details of how to achieve profitable sales by selling with precision.