Q. What will be the major difference between how you sell before and after completing the Out-Value the Competition (a sales seminar for one) program? A. You will know how to provide more value than competitors and receive higher profits for doing so at any given time during the sale. You will also know how to "de-commoditize" the sale so pricing and delivery are not the major purchasing considerations. (Click here for more...) Q. How does Out-Value differ from other sales training programs and sales books? A. Out-Value is much more than a sales book or a sales training program. Out-Value uses a unique and powerful, self-instructional workbook format, computerized tools, and an interactive CD to show you how to apply the MeasureMax selling system to the specifics of your sales situations. MeasureMax is a complete selling, marketing, and sales management system, not just sales training. Its selling framework converts your product and customer analyses into marketing strategies, and then into sales strategies and tactics. Finally, it provides quantitative benchmarks so you can objectively self-manage your selling efforts. (Click here for more...) Q. Why does Out-Value use a workbook format? A. It is difficult to just read your way to selling success. You also need to work your way to sales excellence. Out-Value's workbook format and interactive On Your Terms CD lets you apply and test your comprehension of MeasureMax's key concepts at the end of each workshop. It is like attending a seminar where you are both the student and the instructor. It also resembles a cookbook. You learn "recipes" for success to use. Then, you add your own spices to fit your unique style and those of your customers. (Click here for more...) Q. Why does Out-Value only have one program while other sales training programs have numerous courses? A. Different aspects of selling such as strategy, tactics, questioning skills, closing, presenting, qualifying, targeting, and listening do not operate independently of one another. Therefore, MeasureMax -- in one complete system -- shows how these selling elements all connect to create measurable value and price-resistant barriers to competition. Piecemeal training methods and programs are similar to learning how to play basketball by going to different camps for dribbling, defense, passing, rules, shooting, and then leaving it up to everyone to piece together their own game. This approach is not very effective in learning how to sell either. (Click here for more...) Q. What happens to what I learned from other sales training programs I attended? A. MeasureMax enhances them by taking their qualitative approaches, as well as their individual isolated pieces, and inserting them inside a quantitative selling system. Think of sales methods like diet plans with MeasureMax as a scale. You get to weigh their effectiveness to see if they work using benchmarks other than just dollars sold -- which often increases (or decreases) for numerous reasons (i.e., new products, aggressive pricing) that have nothing to do with your sales training. (Click here for more...) Q. What size organization should use MeasureMax? A. Organizations can range from one-person operations to multi-national corporations. The only requirement is that your selling efforts require two or more in-person, sales meetings to two or more decision makers. (Click here for more...) Q. Do I need to attend a Build Your Own seminar to learn how to use the MeasureMax system? A. No. The self-instructional, Out-Value the Competition program provides you with all the tools to custom-tailor the MeasureMax selling system to your customers, products, services, and everyday selling situations. The purpose of the Build Your Own seminars is to fine-tune applying the MeasureMax selling system in a seminar setting with other members of your sales team (typically, in groups of 15-25 participants). Q. Why isn't Build Your Own (BYO) MeasureMax seminar offered as a general seminar with people from different companies attending it? A. In BYO MeasureMax seminars you use sales and marketing specifics you or your management selected to incorporate into its exercises and unique role-plays. Every workshop incorporates details of your sales situations that provide you with competitive and value-driven edges that should not be shared with any other company. (Click here for more...) Q. Who should attend a MeasureMax seminar? A. MeasureMax encompasses all the critical elements of selling. Therefore, sales, marketing, and management personnel from these disciplines should attend. After all, when everyone evaluates sales opportunities using the same quantifiable benchmarks, you leverage your corporate resources. It is recommended that new hires have at least three months of selling experience before attending a seminar so they can identify with the specifics of your selling scenarios. (Click here for more...) Q. Do we need independent instructors to teach MeasureMax to our sales and marketing force? A. No. Applying Knowledge Systems provides a MeasureMax Facilitator Program to certify people to teach participants how to apply the MeasureMax selling system in a classroom seminar format. (Click here for more...) Q. Do I need the Achiever software program to make the MeasureMax system work? A. No. MeasureMax is a stand-alone process and selling system. Achiever is the MeasureMax process on a computer screen and serves as a powerful and positive reinforcement and business tool. It automates MeasureMax's different functions and provides a step-by-step format to help guide and manage your selling activities. (Click here for more...) Q. How fast can I expect to see results? A. Starting with the first sales call after completing your first Out-Value the Competition (a sales seminar for one) workshop, you will find yourself and prospective customers viewing sales opportunities in terms of the measurable value they can produce that competitors can't. Once you know how to make value measurable and receive fair compensation for providing it, your sales productivity, profitability, and number of satisfied customers will boom. (Click here for more...)