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

Josh Costell (Author)

Book Description

Publication Date: December 26, 2003

Provides salespeople a system that gives customers more measurable benefits that competitors, and shows sales people how to make fewer calls to win higher-profit orders.

Editorial Reviews

Review

"A must-read for salespeople wanting to make the leap from good to great sales results." -- Bart Weitz, former chair of the American Marketing Association;Executive Director, Miller Center for Retailing; JC Penney Professor of Marketing, Warrington College of Business, University of Florida

"An encyclopedia of information that provides commonsense principles for achieving sales success. Read this one before your competition does." -- Barry Farber, entrepreneur and author of

"Consultant Josh Costell offers a uniquely quantifiable and refreshing sensible method for achieving the perfect win-win sales pitch." -- FtWorth TX, Morning Star Telegram March 2004

"Not since the periodic table in high school chemistry, have I encountered a scientific tool so useful." -- Jack Covert, syndicated columnist

"The repeatable,adaptable processes cited here are stimulating for management and sales professionals alike. Both you and the Customer win here! -- Bill Clement, Director, Enterprise Process Development, Siemens Building Technologies, Inc.

"a very well structured book with a ton of information that could be used by anyone who is in business..." -- Paul Tulenko, syndicated columnist

Review

Paul Tulenko, syndicated columnist: “This is a very well structured book with a ton of information that could be used by anyone who is in the business of selling themselves to others as well as those selling products. That includes getting that job that can build your career. I give this book four stars. (Only the Bible and the Constitution get six.)”

See all Editorial Reviews

Product Details

• Reading level: Ages 17 and up
  
• Hardcover: 320 pages
• Publisher: AMACOM (December 26, 2003)
• Language: English
• ISBN-10: 0814471927
• ISBN-13: 978-0814471920
• Product Dimensions: 8.9 x 6.3 x 1.2 inches
• Shipping Weight: 1.3 pounds
• Average Customer Review: 4.8 out of 5 stars  See all reviews (26 customer reviews)
• Amazon Best Sellers Rank: #1,591,808 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

Most Helpful Customer Reviews

6 of 7 people found the following review helpful:

5.0 out of 5 stars Ideal for the Professional Sales Person!, December 31, 2003

By 

H. L. Singer, II (Melbourne, FL United States) - See all my reviews

This review is from: The Science of Sales Success: A Proven System for High-Profit, Repeatable Results (Hardcover)

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!

3 of 3 people found the following review helpful:

5.0 out of 5 stars You Can't Manage The Sale If You Can't Measure It, May 3, 2004

By A Customer

This review is from: The Science of Sales Success: A Proven System for High-Profit, Repeatable Results (Hardcover)

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!

3 of 3 people found the following review helpful:

5.0 out of 5 stars The sales process revealed...thanks Josh Costell., January 15, 2004

By 

Robert Trommler (Tustin Ranch, Calif.) - See all my reviews

This review is from: The Science of Sales Success: A Proven System for High-Profit, Repeatable Results (Hardcover)

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.