Proactive selling : control the process--win the sale / William "Skip" Miller.

Format:

Book

Author/Creator:

Miller, William, 1955-

Language:

English

Subjects (All):

Selling--Psychological aspects.

Selling.

Relationship marketing.

Purchasing--Decision making.

Purchasing.

Physical Description:

1 online resource (257 p.)

Edition:

2nd ed.

Other Title:

Pro active selling

Place of Publication:

New York : AMACOM, c2012.

Language Note:

English

System Details:

text file

Summary:

Don't use "cookie-cutter" techniques ....The key to making sales is thinking like the customer.

Contents:

Cover; 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/AWAY[sup(Tool)]; 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/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language

Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; 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 Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End

Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning

Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; 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 Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; 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 OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; 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

Notes:

Includes index.

Description based on print version record.

ISBN:

9786613888426

9781283575973

1283575973

9780814431962

0814431968

OCLC:

837575574