Before meeting customer:
Step 1: No Blanks (salesperson sees what measurable purchasing data is missing and determines strategy to find them out)
Step 2: Benchmarks (salesperson connects features of products and services to the measurable benefits of customer's goal[s])
Step 3: Oops! (salesperson determines what measurable benefits cannot be achieved and develops strategies to address them)
At the customer meeting:
Step 4: Purpose Summary (salesperson reinforces that meeting is to present how selected solutions achieve customer's goals and recaps measurable benefits)
Step 5: Connect the Dots (The marketing expert connects measurable benefits of customer's goals to features of selected solutions)
Step 6: Conditions Met (salesperson demonstrates how all requirements of customer's purchasing decision are satisfied)
MPC 3: Solution Confirmed (customer agrees that solution achieves goals)
MP 4: Implement Agreement (salesperson inks the deal)
Step 1: Deal (salesperson confidently asks customer to purchase agreed-upon solutions offered for sale)
Step 2: Logistics (salesperson goes over details needed to start business relationship)
MPC 4: Agreement Confirmed (customer agrees to enter into a contract and inks the deal)
Exhibit I-5: The four phases of MeasureMax. (Note— MP stands for Measurable Phases, while MPC stands for Measurable Phase Changes.)
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