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|Material Type:||Document, Internet resource|
|Document Type:||Internet Resource, Computer File|
|All Authors / Contributors:||
|Notes:||Title from title screen.
|Description:||1 online resource.|
|Contents:||Contents Preface Acknowledgments Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead Tool-Based ProActive Selling The Customer's Perspective What Is a Buy/Sell Process? TOWARDS/AWAYTool Matching the Sell Process to the Buy Process The Length of a Sales Cycle Why Follow a Process? Chapter 2: The Buy/Sell Cycle Differences Feature/Benefit/Value Selling vs. Feature/Benefit Selling Feature/Benefit/ValueTool The Split Cause/EffectTool Chapter 3: The Language of Value Speak the Right Language Three LanguagesTool The Five Ways of Creating Value ValueStarTool TimeZonesTool Chapter 4: Initiate Goals of Initiate Homework Before the Sale Initial Sales Calls: Overcoming the Fear of Prospecting The Prospector's Perspective The Prospect's Perspective-Something to Keep in Mind Chapter 5: How to Begin and End Every Sales Call Goal 1: Introduce Yourself-The Beginning The 30-Second SpeechTool FlipTool Goal 2: Introduce Your Product/Service-The Middle Goal 3: Do We Continue on Through a Buy/Sell Process?-The End Summarize, Bridge, and PullTool Chapter 6: Additional Sales Call Introductions Voice Mail 20-Second Help SpeechTool 20-Second Pattern Interrupt SpeechTool E-Mails Beyond the First Call 30-Second Speech: Second Call and BeyondTool Chapter 7: Control the Middle and the End Turn Sales Education into ProActive Sales Presentations Ask 'em/Tell 'em/Ask 'emTool It's All About ME! The Danger in the Unspoken Feature The Right Order GAP ChartTool Road Map to the Deal SalesMapTool Chapter 8: Educate the Customer Using Two-Way Learning Creating Value Early Getting Their Attention Selling Solutions and Finding Trains Solution BoxTool Finding TrainsTool Chapter 9: Qualify: Not a Phase but a Process Qualification and Disqualification Skills How You Should Spend Your Time Qualifying Goals MMM: The Qualification Process The Seven Questions Implementation DateTool BBB-Buyers Buy BackwardsTool PPPIITool Three Levels of WhyTool MMM: The Seven Questions Reviewed Chapter 10: Validate The ProActive Initiation of Transfer of Ownership It's Validation, Not Education! Let the Buyer Drive: ProActively Inducing the Transfer of Ownership TimeDemoTool Homework Assignments Gives/GetsTool Chapter 11: Justify Reasons for Justification: Institutional and Individual Helping the Customer Justify The Implementation PlanTool The Drop/Push/PullTool CliffDiveTool STT-Short-Term TransferTool Chapter 12: The Skill of Closing the Deal What Is a Close? Defining the Process Use the Tools The Real Art of Closing Is in the Definition: Think Like a Buyer Celebrate Success Chapter 13: Using Technology to Sell Sales Touches Social Media: Getting Involved Technology Trends Chapter 14: Applying the ProActive Selling Process Implementing the New Rules The Three Languages The Final Word Appendix: ProActive Selling Tools Index|
|Responsibility:||William "Skip" Miller.|
"If you want to be a top producer, buy the book, read it many times and do not let it out of your sight." "--Knights on the Road"