Ultimate sales tool kit : the versatile 15-piece set that every professional needs / Skip Miller.

Format:

Book

Author/Creator:

Miller, William, 1955-

Language:

English

Subjects (All):

Selling.

Success in business.

Physical Description:

ix, 229 p. : ill.

Edition:

1st ed.

Place of Publication:

New York : AMACOM, c2007.

Language Note:

English

Summary:

This title is organized for easy reference: each chapter introduces a different tool, and gives examples of how to use it, as well as a unique visual exercise to help readers remember it when on a sales call. Author knows how to distill the sales process into the key steps that matter for success. A former top sales rep himself, Skip has trained thousands of sales professionals and managers worldwide both through his company M3 Learning. His impressive client list includes Virgin Atlantic Airways, Hewlett Packard, Bristol Myers, IDC, Oracle, Cardinal Health, and many other companies. Skip was recently chosen to present at an upcoming event with Anthony Robbins. He is well known expert among sales professionals, being a frequent contributor to sales publications including "Selling Power" and "Sales & Marketing Management."

Contents:

Intro

CONTENTS

ACKNOWLEDGMENTS

INTRODUCTION

YOUR FIRST TOOL The ProcessTool

PART 1 The Beginning

BuyThinkTool

PowerHourTool

30-Second IntroTool

20-Second IntroTool

3-LanguagesTool

RePhrase+Tool

PART 2 The Middle

TimeZonesTool

Yes, We Can Do ThatTool

ValueStarTool

3 Stages of ValueTool

Ask/TellTool

PART 3 The End

Summarize/Bridge and PullTool

TimeDemoTool

I-DateTool

Homework AssignmentTool

EPILOGUE

APPENDIX A List of Tools

APPENDIX B List of Visual Exercise Areas (VEAs)

APPENDIX C Monthly Calendar of Tool Usage

INDEX

ABOUT THE AUTHOR.

Notes:

Includes index.

Digitized and made available by: Books24x7.com.

ISBN:

1-281-12855-4

9786611128555

0-8144-2997-1

OCLC:

929146739