"Harnessing thoughts and processes for success" 
“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
“JDSU's EMEA sales force has worked closely with ESP to integrate their innovative Payback Consultative Selling methodology into our sales process. I wholeheartedly recommend this approach for any company looking to upgrade their selling activities with a more collaborative customer engagement model; ESP’s approach helps companies and their key clients identify and solve business problems that can in turn provide measurable financial benefits to both parties.”
Sinclair Vass, Sales Director, Optical Comms EMEA at JDS Uniphase GmBh
"Our sales force is by far the biggest overhead line in our P&L. In an environment of increased globalisation, automation and competition our people have had to learn new skills and techniques to enable our company to outperform the market and, frankly, to justify our continued investment in a large, global, sales force. We can use technology to issue quotations so we have schooled our sales force in ESP's methodology to identify and create value: they and DLL have prospered as a result."
Neal Garnett, CFO, De Lage Landen Leasing, GBU Materials Handling & Construction
“Our business is all about effecting significant change into large sales organisations with maximum impact. By using ESP’s Payback Consultative Selling we enable our customers’ sales teams to clearly differentiate themselves against the competition. For example, in 2007 over 200 field sales professionals at DHL Express were re-trained in Advanced ROI selling techniques using bespoke Payback Consultative Selling. Value Selling is the standard in today’s market, ESP take it to the next level!”
Nigel Bolt, Managing Director, NJB International
“The advice we have received from ESP has been invaluable in training our sales staff and creating win-win relationships with our clients. By truly understanding the intricacies of Payback Consultative Selling and the processes that support the ESPIRE model, we have benefited immensely. Of course, this is a continuous process of learning, however, by continuing to work with ESP we hope to achieve all of our objectives.”
Tony de Vizio, Sales and Marketing Director, Dynamis Plc
“During the September 2007 Global Sales Meeting where we recognise the top performing sales employees, I’m struck by two thoughts; I see the same core group of individuals getting up each year and the percentage of top performers is growing. I realise this is no accident and the performance differentiators are clear; the sales employees who have a documented plan, apply a disciplined consultative selling approach and rigorously execute on their goals are the top performers. They out manoeuvre the competition; are in control of the sales process and ultimately year after year exceed their quota. These sales people work in partnership with our customers to achieve a win-win outcome. The key performance differentiators are based upon ESP’s overall philosophy of Payback Consultative Selling.”
Peter Collingwood, VP CommTest, JDSU EMEA
"The key to success as a sales person/organisation is to truly understand what the customer’s needs are and positioning your brand to deliver on these. If a sales person can see themselves as being in the problem solving business, the results can be outstanding. Payback Consultative Selling gives you a clear structured process to follow to enable you to really connect with your customers and drive mutually beneficial outcomes!"
Tony Iacono, Integrated Healthcare Business Manager, Astra Zeneca
“The forklift industry is highly competitive and differentiation is key to maintaining volumes and margin. Differentiation can be achieved by adding application and support expertise at the point of sale which can be presented as measurable financial value to the customer. Payback Consultative Selling is the key to achieving this and we have no reservations in recommending its embracement.”
Terry Foreman, Mitsubishi Caterpillar Forklifts Europe
“I don’t particularly like training companies, and I expect all my sales managers to coach their people on selling skills!” These were my first words to the ESP Principals upon introduction. Nonetheless, I now sit here reflecting back on our 5 year partnership and I am a convert. The disciplined application of the ESP Payback Consultative Selling and Negotiating Process by our top performing sales employees delivers predictable double-digit growth whilst at the same time a profitable win-win outcome for JDSU and our Customers.”
Emma Robertson, HR Director, JDSU
“We sell high value IT solutions to some of the largest global organisations and ESP’s Payback Consultative Selling approach focuses on the right questions to establish the potential value of an offering. ESP has created a unique method of evolving lead questions from benefit analysis which we have subsequently conducted on products, services, the company and our people as recommended in their book. This is a must read for any aspiring top earner in the selling profession!”
Mike Battersby, Associate Director, TuringSMI Asia Pacific
“Without exception, our sales staff has incorporated the key learnings of ESP’s Payback Consultative Selling methodology and as a consequence we have experienced demonstrable increases in both new business and lease penetration. This improvement in performance has been driven by a better understanding of customer needs and selling value add solutions - indeed both we as a management team and our customers see our sales teams as consultants adding real value to relationships rather than ‘traditional’ salesmen, now delivering win-win solutions to the marketplace. The success of our training with ESP has resulted in Payback Consultative Selling becoming the cornerstone of the strategy of the Division, and as a consequence the initiative is being embraced company wide.”
David Witherspoon, European Commercial Director, Materials Handling & Construction Division, De Lage Landen International B.V.
“What a refreshing change! After 18 years of working in the same market sector I have been able to approach my customers with a renewed enthusiasm and confidence. The whole sales team found the ESP Payback Consultative Selling programme interesting, bespoke and relevant to our ever changing industrial climate in the UK. Our 2008 budget shows a 17% growth forecast as a result of successfully applying the principles of Payback Consultative Selling in 2007.”
Carle Norton, Sales Manager, Koyo (UK) Ltd.
“Working with ESP has increased our sales, secured long term customers and motivated our staff. They are committed to delivering full value add training and totally engage on improving your business model. Highly recommended.”
Paul McCloskey, Sales Director, Microlease
“Payback Consultative Selling methodology has enabled the sales force to move from selling the benefits of the product to the Engineering Department to NOW INCLUDE delivering measurable value to the financial community ... a quantum leap.”
David Knights, Worldwide Channel Manager, Agilent Technologies