Proactive Selling: Control the Process - Win The Sale - Softcover

Miller, William "Skip"

Softcover

ISBN 10: 0814407641 ISBN 13: 9780814407646

Publisher: Amacom, 2003

Synopsis

"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."

About this title

Product Description

Paperback. Pub Date: 2003 Pages: 240 in Publisher: Mcgraw-Hill 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 the 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 ... Contents: Chapter 1: ProActive Selling - - Having the Right Tools at the Right Time to be a Step AheadChapter 2: Step One - InitiateChapter 3: Initiate - How to Be...

Review

"Everything in "ProActive Selling "works for me." "--Life Insurance magazine " "Everything in ProActive Selling works for me." --Life Insurance magazine "B2B salespeople can definitely benefit from this book...especially useful for salespeople who sell to executives and other C-suite types." --About.com/Sales "His book is a winner." --The Globe & Mail "Truly a remarkable book. I have taken many sales courses and this one is a winner. I suggest you buy the book, read it, practice it." --Paul Tulenko, syndicated columnist "His book is a winner." "--The Globe & Mail " "Truly a remarkable book. I have taken many sales courses and this one is a winner. I suggest you buy the book, read it, practice it."" --Paul Tulenko, syndicated columnist" "His book is a winner." -- Globe & Mail (Toronto) "Truly a remarkable book. I have taken many sales courses and this one is a winner. I suggest you buy the book, read it, practice it." ---Paul Tulenko, syndicated columnist "His book is a winner." - Globe & Mail (Toronto) "Truly a remarkable book. I have taken many sales courses and this one is a winner. I suggest you buy the book, read it, practice it." ---Paul Tulenko, syndicated columnist "His book is a winner." -- Globe & Mail (Toronto)

Edition details

• Publisher: Amacom
• Publication date: 2003
• ISBN 10: 0814407641
• ISBN 13: 9780814407646
• Binding: Paperback
• Language: English
• Number of pages: 240