ProActive Selling: Control the Process--Win the Sale

Front Cover
AMACOM, Jul 18, 2012 - Business & Economics - 240 pages
True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year. Featuring dozens of enlightening examples ProActive Selling gives readers the tools to adapt their approach with the buyers in mind and maintain control at every stage of the sale. Author William Miller shows salespeople how to qualify and disqualify prospects sooner, shift their focus to the most promising accounts, examine buyers' motivations from every angle, quantify the value proposition early, double the number of calls returned from prospective customers, appeal to the real decision-makers, use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles, and increase the effectiveness of every interaction.Most sales professionals make the mistake of using the same sales patterns over and over. With an essential understanding about the different needs of customers, the thoroughly revised and updated second edition of ProActive Selling equips you to succeed with any company, in any industry.
 

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Contents

ProActive Selling Having the Right Tools at the Right Time to Be a Step Ahead
1
The BuySell Cycle Differences
23
The Language of Value
37
Initiate
61
How to Begin and End Every Sales Call
73
Additional Sales Call Introductions
93
Control the Middle and the End
105
Educate the Customer Using TwoWay Learning
127
Validate
177
Justify
193
The Skill of Closing the Deal
205
Using Technology to Sell
213
Applying the ProActive Selling Process
219
ProActive Selling Tools
231
Index
233
Copyright

Qualify Not a Phase but a Process
139

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About the author (2012)

WILLIAM "SKIP" MILLER is president of M3 Learning, a leading sales development firm whose clients include Apple, Google, Cisco, Oracle, Teva, Tableau, UGG, and other top companies. He is the author of ProActive Selling, and ProActive Sales Management.

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