Overview
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."
About 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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Review Quotes
"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)
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Table of Contents
"Chapter 1: ProActive Selling -- Having the Right Tools at the Right
Time to be a Step Ahead
Chapter 2: Step One -- Initiate
Chapter 3: Initiate -- How to Begin and End
Chapter 4: Step Two -- Educate -- Two Way Learning
Chapter 5: Qualify -- Not a Step -- A Process
Chapter 6: Step Three -- Validate, Step Four -- Justify
Chapter 7: Step Five -- The Skills of Closing the Deal
Chapter 8: Applying the ProActive Selling Process
Chapter 9: Managing the ProActive Selling Process"
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