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ProActive Selling: Control the Process -- Win the Sale
     

ProActive Selling: Control the Process -- Win the Sale

by William "Skip" Miller
 

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"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

Overview

"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."

Editorial Reviews

From the Publisher
“His book is a winner.” —The Globe & Mail

“B2B salespeople can definitely benefit from this book...especially useful for salespeople who sell to executives and other C-suite types.” —About.com/Sales

“Everything in ProActive Selling works for me.” —Life Insurance magazine

Globe and Mail (Toronto)
His [ Skip Miller's ] book is a winner.

Product Details

ISBN-13:
9780814407646
Publisher:
AMACOM
Publication date:
03/07/2003
Pages:
240
Product dimensions:
5.90(w) x 9.00(h) x 0.90(d)
Age Range:
17 Years

What People are Saying About This

From the Publisher
Paul Tulenko, syndicated columnist: "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."

Meet the Author

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

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