Tony Stocker

The Quantum Leap to Payback Consultative Selling Tony Stocker

About The Book: This publication is the first of two books planned to cover specific aspects of the sales processes, models and methodologies as taught by ESP concerning selling value, known as Payback Consultative Selling¿ (TM registered). This first publication deals with the selling aspect utilising ESP's ESPIRE¿ model. The second aspect of Payback Consultative Selling deals with negotiating prices to maximise margins having submitted a Payback Proposal (value proposition). Sample commendation:"This business book is ahead of its time. As a Managing Director of some 30 years within the competitive arena of Materials Handling, I wholeheartedly both recommend and applaud the principles of this publication. Adapting Payback Consultative Selling is a quantum leap from all traditional approaches and, when fully embraced, delivers high value to customers, all human resources and shareholders alike. Its principles require changes to many processes, including management, sales, marketing and support, particularly in the way in which they think and act, changes which have to come if the role of selling through people is to continue profitably. Well done ESP!" Larry Blackwell, former MD of Atlet UK The deliverables: Today effective sellers need to use the Payback Consultative Selling Process as the face to face value add tactical approach with decision makers in order to outposition and outperform those competitors who insist on conducting their business by providing quotations accompanied by brochures or specification detail. The latter outdated approach in effect asks Buyers to work out for themselves how a product or service might improve their business based on a description with or without a technical specification together with a price. Payback Consultative Selling applies measurable processes for calculating to what extent a service or a product will improve a customer's business in financial terms if, indeed, it can be done via the Seller's offerings.