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by Michael E. Beehler (Author)
"Mike Beehler is the Best Salesman on the Planet," exclaimed our CEO as he introduced the "Project of the Year" winner. It was high accolades all around, coming from the CEO of a company that had grown from a central time zone, niche engineering company into the largest Architecture / Engineering / Construction firm in the power industry in just a few short years. It started with personal and professional relationships built on trust and authenticity that lead to billions of dollars of capital work and a long successful career.
In The Science of the Sale, Mike shares 170 pages of practical, how-to advice on building and maintaining professional relationships with customers who become lifelong friends.
The Science of the Sale gives you the scientific tools to be successful in sales... nothing artistic about it. Chapter by chapter, Mike provides proven methods for identifying possible customers, getting the "second meeting," making a sales presentation, negotiating the contract, and following-up to make sure that promises are delivered upon. With illustrated tips, Beehler shows how to really love engaging with and serving your new customers as they become your career and lifelong friends.
And, ultimately, friends like to do business with friends.
Praise from Industry Leaders
"Michael Beehler has written a must-read for anyone already in sales or about to launch into sales. It gets to the fundamentals of building trust and creating enduring customers..." -Marie Jordan, President and CEO, Peak Reliability, Portland, OR
"I'd hand this book to my sales people the day I hired them." -David Mead, Senior Vice President (Retired), Southern California Edison, Orange County, CA
"Mike Beehler is a master of relationships." -Cheri Warren, National Grid, Waltham, MA
"As one of his customers for many years, now I know Mike's hidden secrets, and I am thankful for our lifetime friendship." -Kenny Mercado, Senior Vice President, Integration Lead, CenterPoint Energy, Houston, TX
"Friends know one another and trust one another. The right person remains friends after there are no sales to be made. I am proud to call Mike Beehler my friend well after The Science of the Sale." -Michael Heyeck, Founder, The Grid Group LLC, Westerville, OH
"Knowing Beehler, his tremendous career sales success is captured through him being exactly the right person for the right job in the right industry and at the right time-but more important than any of that, Mike's always been a trusted friend." -John Hewa, Chief Operating Officer, Rappahannock Electric Cooperative, Fredericksburg, VA
"I can honestly say that what started as a customer-client relationship with Mike those oh-so-many years ago has grown into a lifelong friendship. Follow Mike's advice-build the trust and the sales, relationships, and friendship will follow!" -Chuck Adamson, Principal Manager, Southern California Edison, Pomona, CA
"I can only remember a handful of business or sales development representatives that I'm able to call a true partner and friend. Michael is one of them." -Nestor Martinez, Vice President, Engineering and Technical Services, Transmission and Distribution (Retired), Southern California Edison, Pomona, CA
