Ultimate Sales Tool Kit: The Versatile 15-Piece Skill Set That Every Professional Needs

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"Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer?

Ultimate Sales Tool Kit gives you a wide array of fresh new tools you can start using immediately. The book provides helpful examples and unique ...

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Overview

"Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer?

Ultimate Sales Tool Kit gives you a wide array of fresh new tools you can start using immediately. The book provides helpful examples and unique visual exercises that help you remember how and when to use each one and work them into your routine. Making it easy to flip to exactly what you need, right when you need it, each chapter introduces a different tool, with dynamic and exciting approaches for asking the right questions. You'll learn how to quickly open the door to larger sales, get buyers to call you back, gain access to the real decision-makers, and a whole lot more. Taking you far beyond your usual success patterns, Ultimate Sales Tool Kit doesn't ask you to get rid of what already works for you, but allows you to add to it, with exciting new tools such as:

30-Second Intro -- How do you get a sales call off on the right foot? This tool helps you make sure prospects get interested and start talking with you from the very first moment.

TimeZones -- Buyers purchase to satisfy needs, and time considerations are a critical, deciding element. This tool shows you how to create a sense of urgency with your prospect, and find out what time sensitive issues might be driving their buying decisions.

I-Date -- How can you get a buyer to commit and thus keep your deal from slipping? Learn how to get the prospect to commit to a date…and determine if you have a real sale, or just a maybe.

ValueStar -- What's the key to getting a prospect to find value in what you're selling? Buyers evaluate every solution in their own financial terms. Are you presenting value in their language?

Most sales professionals incorporate a new method into their routine less than once a year -- but when a major sale is on the line, you need to have the right tool at your disposal, and know how to use it. Ultimate Sales Tool Kit arms you with brand new tactics that will energize your performance and bring in more sales than you ever thought possible."

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What People Are Saying

From the Publisher

"""Skip Miller rocks! His ProActive Selling strategies and tools are extremely effective in today's real world selling."" -- Dave Berman, WW Sales VP, WebEx

""Skip and his tools have changed the way my sales team interacts with our accounts -- the relationships are at higher levels, deeper/stronger, and more collaborative. These tools have transformed the way my team communicates at every level in the account and has given the team a framework with which to effectively engage, qualify, and close business."" -- Colette Bunton, VP Sales, Logitech

""Skip Miller has put it all together...his system works and can change your life and the careers of those around you."" -- Dale Green, SVP, American Standard/Trane

""Skip, you are doing a disservice to what you have created. These are not tools; these are game-changing weapons."" -- Mike Heylmun Vice President, Sales, Cosentino USA

""We thought that our sales cycle was unique, our product different than other industries, and that no one would understand our situation. Skip was able to show us that through best practices we could sell higher in an organization and make our sales pipeline more reliable. I highly recommend his system."" -- Dana Batholomew, Jr., Sales Vice President, Slade Gordon Fish Company

""The SAGE Group has implemented many of the tools in Skip Miller’s ‘tool kit.’ That has accelerated the value of our clients’ position in the marketplace."" -- Ron Worman, Managing Partner, The SAGE Group

""These tools have helped our sales force really understand where to spend their time most effectively and understand how they can be in control of the sales process."" -- Lynn Pillar, President, O’Conner"

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Product Details

  • ISBN-13: 9780814474006
  • Publisher: AMACOM Books
  • Publication date: 12/28/2006
  • Pages: 240
  • Product dimensions: 5.90 (w) x 8.74 (h) x 0.93 (d)

Meet the Author

William "Skip" Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of several books, including ProActive Selling and ProActive Sales Management. He lives in Los Gatos, California.

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Table of Contents


Acknowledgments     ix
Introduction: To Dance or Not to Dance     1
Your First Tool: The Process[superscript Tool]     8
The Beginning
BuyThink[superscript Tool]     15
PowerHour[superscript Tool]     25
30-Second Intro[superscript Tool]     33
20-Second Intro[superscript Tool]     43
3-Languages[superscript Tool]     57
RePhrase+[superscript Tool]     67
The Middle
TimeZones[superscript Tool]     81
Yes, We Can Do That[superscript Tool]     89
ValueStar[superscript Tool]     97
3 Stages of Value[superscript Tool]     111
Ask/Tell[superscript Tool]     119
The End
Summarize/Bridge and Pull[superscript Tool]     131
TimeDemo[superscript Tool]     141
I-Date[superscript Tool]     149
Homework Assignment[superscript Tool]     159
Neutral Elements[superscript Tool]     169
Epilogue     179
List of Tools     181
List of Visual Exercise Areas (VEAs)     187
Monthly Calendar of Tool Usage     207
Index     221
About the Author     228
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