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    ProActive Selling: Control the Process--Win the Sale
    Unavailable
    ProActive Selling: Control the Process--Win the Sale
    Unavailable
    ProActive Selling: Control the Process--Win the Sale
    Ebook364 pages6 hours

    ProActive Selling: Control the Process--Win the Sale

    By William "Skip" Miller

    3/5

    ()

    Currently unavailable

    Currently unavailable

    About this ebook

    Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: • Qualify and disqualify prospects sooner to focus on 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 • Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author’s 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals—with any company, in any industry.
    LanguageEnglish
    PublisherAMACOM
    Release dateJul 18, 2012
    ISBN9780814431962
    Unavailable
    ProActive Selling: Control the Process--Win the Sale
    Author

    William "Skip" Miller

    WILLIAM "SKIP" MILLER is president of M3 Learning, a sales development company. He is the author of ProActive Sales Management.

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    Reviews for ProActive Selling

    3/5

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    • 3/5
      Proactive Selling; Control the Process – Win the Sale by William MillerNot all buyers behave the same way is the main idea behind this book. Miller wants the sales force to understand that there is no cookie cutter pattern to achieving great sales results because buyers are individuals and need to be treated like individual buyers.Divided into eleven chapters covering topics like having the right tools at the right time, beginning and ending every sales call, educating customers, closing the sales deal, applying proactive selling techniques, and managing the proactive selling process.All of this information seems common sense to me but I understand why books like this exist. Selling products to people requires a great understanding of what motivates people to buy stuff. If somebody who does not know the product line well serves me, why would I buy that product from that sales person? If I want to buy some product and the salesperson could not be bothered in assisting me, then why would I continue to shop there? If a seller who is trying to push a particular line of products and not listening to my wants approaches me, then why would I buy anything? If I have a sales person who is concerned about what I want and the best product that will fulfill my needs and wants, then I will probably do business with them because they have proved themselves good sales staff.Miller coaches the reader through the intricacies of making the sale from the sales staff point-of-view. There are numerous examples of how the sales staff can fall down and lose the sale and how the sales staff can correct those mistakes to ensure the successful sale.Reading sales book is not my idea of fun but I did find the information contained within to be useful.Happy Reading,