ProActive Selling
eBook - ePub

ProActive Selling

  1. 240 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

ProActive Selling

Book details
Table of contents
Citations

About This Book

True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year.

Featuring dozens of enlightening examples, this book gives you the tools to adapt your approach with the buyers in mind and maintain control at every stage of the sale.

In ProActive Selling, author William Miller shows salespeople how to:

  • qualify and disqualify prospects sooner,
  • shift their focus to the most promising accounts,
  • examine buyers' motivations from every angle,
  • quantify the value proposition early,
  • double the number of calls returned from prospective customers,
  • appeal to the real decision-makers,
  • use technology (e.g. cloud, video, social media, etc) to generate leads and shorten sales cycles,
  • and increase the effectiveness of every interaction.

Most sales professionals make the mistake of using the same sales patterns over and over. With an essential understanding about the different needs of customers, this revised and updated second edition of ProActive Selling equips you to succeed with any company, in any industry.

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Yes, you can access ProActive Selling by William Miller in PDF and/or ePUB format, as well as other popular books in Business & Sales. We have over one million books available in our catalogue for you to explore.

Information

Publisher
AMACOM
Year
2012
ISBN
9780814431962
Edition
2
Topic
Business
Subtopic
Sales
Index
Business

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Contents
  5. Preface
  6. Acknowledgments
  7. Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead
  8. Chapter 2: The Buy/Sell Cycle Differences
  9. Chapter 3: The Language of Value
  10. Chapter 4: Initiate
  11. Chapter 5: How to Begin and End Every Sales Call
  12. Chapter 6: Additional Sales Call Introductions
  13. Chapter 7: Control the Middle and the End
  14. Chapter 8: Educate the Customer Using Two-Way Learning
  15. Chapter 9: Qualify: Not a Phase but a Process
  16. Chapter 10: Validate
  17. Chapter 11: Justify
  18. Chapter 12: The Skill of Closing the Deal
  19. Chapter 13: Using Technology to Sell
  20. Chapter 14: Applying the ProActive Selling Process
  21. Appendix: ProActive Selling Tools
  22. Index