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