The book, with its roots in the HVAC industry, provides a proven, step-by-step selling system that shows you how to demonstrate to customers the measurable benefits your solutions provide in helping them achieve their goals. The net results - you compete on value, not price, so your sales productivity and customer satisfaction dramatically increases, according to Costell.
Costell's experience involves more than 1,000 joint sales calls worldwide with representatives from York, Trane, Carrier, Johnson Controls, Siemens, and independent mechanical service contractors. He has been a national sales manager, regional general manager, district service manager, area sales manager, and district general manager for Fortune 500 HVAC companies. In 1998, Costell also started a sales training company, Applying Knowledge Systems.
The book can be found in major bookstores nationally.
Publication date: 04/04/2005