Proactive Selling: Control the Process--win the Sale

Front Cover
Dynamic, proven tools and techniques that let reps think like their customers.
 

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Contents

ProActive Selling Having the Right Tools at the Right Time to Be a Step Ahead
1
ToolBased ProActive Selling
3
The Customers Perspective
4
What Is a BuySell Process?
5
Matching the Sell Process to the Buy Process
16
The Length of a Sales Cycle
18
Why Follow a Process?
19
Do Your Homework Before the Sale
20
The Qualification Process
126
The Seven Questions
127
The Seven Questions Reviewed
166
Validate
168
The ProActive Initiation of Transfer of Ownership
170
Its Validation Not Education
172
ProActively Inducing the Transfer of Ownership
175
Justify
185

Where Should You Spend Your Sales Time?
21
Initiate
42
Goals of Initiate
43
Speak the Right Language
46
The Three Languages in a Business Process
52
The Five Ways of Creating Value
57
Overcoming the Fear
70
The Mental Attitude of Prospecting
73
The Prospects Perspective
75
How to Begin and End Every Sales Call
76
Introduce YourselfThe Beginning
77
Introduce Your ProductServiceThe Middle
93
Educate the Customer Using TwoWay Learning
104
FeatureBenefitValue Selling
106
Turn Sales Education into ProActive Sales Presentations
108
Its All About ME
118
The Danger in the Unspoken Feature
120
Qualify Not a Phase but a Process
124
Qualifying Goals
125
Institutional and individual ReasonsTool
186
The Implementation PlanTool
187
Drop Push PullTool
193
The Skill of Closing the Deal
196
Define the Process
197
Use the Tools
198
Think Like a Buyer
203
Celebrate Success
204
Applying the ProActive Selling Process
205
The Languages
216
Managing the ProActive Selling Process
221
The Seven Questions
229
The Managers ValueAdd
233
The Final Word
237
ProActive Selling Tools
238
ProActive Sales Management Tools
241
Index
242
Copyright

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About the author (2003)

William "Skip" Miller (Los Gatos, CA) is President of M3 Learning, a sales development company, and the author of "ProActive Sales Management

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