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Proactive selling : control the process : win the sale, second edition

Author: William Miller
Publisher: New York : American Management Association, ©2012.
Edition/Format:   eBook : Document : English : 2nd edView all editions and formats

Gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. This book shows sales people how to: qualify and disqualify prospects sooner to focus on the  Read more...


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Genre/Form: Electronic books
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: William Miller
OCLC Number: 835993478
Notes: Title from title screen.
Includes index.
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.


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Publisher Synopsis

"If you want to be a top producer, buy the book, read it many times and do not let it out of your sight." <b><i>--Knights on the Road</i></b> </p>

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