Proactive Selling

Control the ProcessWin the Sale

William "Skip" Miller

244 pages, parution le 03/03/2003

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Résumé

Dynamic, proven tools and techniques that let reps think like their customers.
Many sales experts focus on a cookie-cutter sales "strategy," encouraging reps to push the customer through a pre-planned sales process—an approach that can drive customers away. With ProActive Selling, reps have a wide variety of flexible and effective selling tactics to choose from. This enables them to adapt and approach each sales call uniquely and keep the customer at the center of every sales presentation.
By learning to think like the customer, sales professionals will learn to shift their own focus from the selling process to the buying process, and how to use the right tool at the right time. Miller’s 15 practical selling tools let sales professionals in any industry:
• double the number of calls returned from prospective customers
• call high (where buying decisions are really made) and stay there
• increase the effectiveness of in-person and telephone sales interactions
• own the process and own the deal
Plus, they’ll learn how to speak the right language to buyers at any level, get rid of the "maybes" in the sales funnel, and master the 7 Qualification Questions that keep their efforts focused on only the most worthwhile accounts.

Contents

ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead
Do Your Homework Before The Sale
Initiate
How to Begin and End Every Sales Call
Educate the Customer Using Two-Way Learning
Qualify: Not a Phase but a Process
Validate
Justify
The Skill of Closing The Deal
Applying the Proactive Selling Process
Managing the Proactive Selling Process
Appendix

L'auteur - William "Skip" Miller

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

Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	William "Skip" Miller
Parution	03/03/2003
Nb. de pages	244
Format	15 x 23
Couverture	Broché
Poids	385g
Intérieur	Noir et Blanc
EAN13	9780814407646
ISBN13	978-0-8144-0764-6