The
all new Results-Based Selling™ tools, models, worksheets, and templates shown in
the best-selling book, Selling Results! (McGraw-Hill 2007)are now available in Adobe Acrobat (.pdf) format.
Each of the tracking and planning tools, which were once paper-based worksheets, are now interactive "fillable
forms" that can be completed online, saved, printed, or emailed as an
attachment.
Toolset Price: $29.95 Call us at 1-800-524-1994 to order.
Sales Training from Sales Excellence, Inc.
The Results-Based Selling™ Toolset is a collection
of 39 different tools, worksheets, and templates that help sales professionals
implement the Results-Based Selling™ methodology. This toolset includes
the following interactive worksheets as well as many others:
Opportunity Scorecard™
This innovative sales tool is considered by many as the centerpiece of the
Results-Based Selling™ methodology. It represents a systematic approach to qualifying sales opportunities
based on a specific set of criteria relating to both "why" customers buy and "how" customers buy. It illuminates
strengths and weaknesses in opportunities which helps sales people prioritize their time and efforts, plan sales activity
and measure probability of closure. From Selling Results! page 95.
Multi-Pronged Approach Worksheet
This worksheet enables salespeople to create and track their progress through a
"multi-pronged approach" pattern of business development activity. Using a predetermined series of correspondence
which might consist of letters, faxes, voicemails, email, telephone calls, etc., to approach multiple key contacts
within each target account greatly improves success rates, numbers of introductory meetings, and numbers of active
sales opportunities. From Selling Results! page 65.
Precall Planning Sheet
One of the most important principles of Results-Based Selling™ is the concept of selling with specific intent,
which simply means to make sure that every step we take in our sales process is done to help the customer take the next
step they need to take in their buying process. This Precall Planning Sheet helps sales people think about the purpose
and the objective of their next meeting or telephone call with a client as well as exactly what they need to say or do
to help the client take the next step toward closure. From Selling Results! page 143.
Customer Results Plan™
The Customer Results Plan™ is, in essence, a project plan to help your customer
work their way through their entire buying process (to buy your product or service) as well as
their entire implementation and utilization process (to use your product or service to produce
measurable business results). This helpful worksheet makes it easy to create a plan, add or subtract events,
and share the plan with your customer as you collaborate to help them achieve their business goals.
From Selling Results! page 137.
Customer Results Map™
One of our most popular learning tools, the Customer Results Map™ is a visual
depiction of the "cause and effect" relationships between many of a company's most
desired business results. The idea of creating a picture of our customer's desired business goals
and then "mapping" our solutions to the achievement of those goals was first introduced in chapter four of
Think Like Your Customer (McGraw-Hill 2005) and was expanded in chapter seven of Selling Results!
The toolset contains .pdf copies of the sample Customer Results Maps for eight different industries shown in the appendix of Selling Results!
Toolset Price: $29.95 Call us at 1-800-524-1994 to order.
Our results-based approach to sales training means that every workshop is custom tailored to help your team change certain sales behaviors and achieve specific and
measurable objectives.
