esppublications

This company was established to specialise in the production and distribution of leading edge stand alone sales training and management tools. These tools are created, designed and produced by the principals of Effective Strategic Psychology Ltd who between them have considerable experience and know-how in the commercial and training arena, having held senior posts in sales, marketing and management with corporate companies.

The Quantum Leap to Payback Consultative Selling 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. This first publication deals with the selling aspect only which uses the ESPIRE® model. The second aspect of Payback Consultative Selling deals with negotiating prices to maximise margins having submitted a Payback Proposal (value proposition) which uses the ESCAPE® model.

These publications are a ‘standalone’ learning tool for anyone wanting to develop their present selling methods and improve their ability to sell value rather than price. In addition, they provide an excellent refresher tool for delegates who have attended an ESP training programme on Payback Consultative Selling.

Acquiring new skills to the point where they replace old ones requires considerable repetition and practice. For this reason a number of key messages, words or acronyms are repeated throughout the publication. Scientists have proven that on average it takes nine exposures to new information to be able to recall it from short term memory.

There are interactive elements built into training programmes to aid cognition that cannot be replicated easily using only the written word. Notwithstanding that, both exercises and projects are included in the publication to aid the learning process, as well as review questions and answers that will facilitate repetition which is the key to learning. Specifically for the benefit of those readers whose native language is not English, we have included in the back of the book a Glossary to explain the meaning of unusual words or phrases. In addition, paragraphs are punctuated with illustrations, most of which depict a consultative seller and his trusted briefcase engaged in various aspects of the ESP Payback Consultative Selling Process.

Who Would Benefit From This Book and Why?

Sales Professionals

The Benefit and Value Analysis model within this book enables the identification of new prospective customers who would benefit from the values of your offering and, equally importantly, those that would not:

Saves time and improves business growth.
Payback Proposals create desire in the Buyer to go ahead due to the investment opportunity for increasing profits.
Provides Sellers with a process to demonstrate benefits and values prior to declaring a price or cost.
Provides Sellers with a methodology for improving conversion rates and reducing sales cycles using Payback Proposals rather than Quotes.
Provides Sellers with the means to improve earnings through increased volumes and margins.
Provides an insight into the importance of positive attitude and goal setting plus an understanding of the Natural Laws of Cause and Effect, Expectation and Attraction.

Sales Management

The ESPIRE® model provides a trackable process for time and activity measurement, i.e. trackable causes to create revenue outcomes or effects.
The existence of Payback Proposals provides information to measure pipeline more effectively and accurately.
Payback Consultative Selling, even though it may not be necessary to use it in every situation, provides managers with a controllable means of hitting revenue targets, particularly when the going gets tough.
The knowledge of how success psychology affects outcomes is a prerequisite to creating the right mental selling attitude for all concerned in sales, marketing and management.

How To Order

Our publisher Authorhouse has their own website at www.authorhouse.co.uk from which our publication may be ordered and distributed anywhere on the planet!

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