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Proactive Selling
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Librairie Eyrolles - Paris 5e

Proactive Selling

Proactive Selling

Control the Process—Win the Sale

William "Skip" Miller

244 pages, parution le 03/03/2003


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.

  • 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

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

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