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ProActive Selling Control the Process - Win the Sale

ISBN-10: 0814431925
ISBN-13: 9780814431924
Edition: 2nd 2012
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Description: Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year.ProActive  More...

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Book details

List price: $20.95
Edition: 2nd
Copyright year: 2012
Publisher: Amacom
Publication date: 8/7/2012
Binding: Paperback
Pages: 240
Size: 6.00" wide x 9.25" long x 0.75" tall
Weight: 1.144
Language: English

Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year.ProActive Sellinggives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to:• Qualify and disqualify prospects sooner to focus on 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, and more) to generate leads and shorten sales cycles• Increase the effectiveness of every interactionFeaturing dozens of enlightening examples and the author’s 17 exclusive, practical selling tools,ProActive Sellinggives sales professionals the edge they need to exceed their goals—with any company, in any industry.

William "Skip" Miller (Los Gatos, CA) is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling (978-0-8144-0764-6), ProActive Sales Management (978-0-8144-0545-1), and Ultimate Sales Tool Kit(978-0-8144-7400-6).

Preface
Acknowledgments
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</sup>
Matching the Sell Process to the Buy Process
The Length of a Sales Cycle
Why Follow a Process?
The Buy/Sell Cycle Differences
Feature/Benefit/Value Selling vs. Feature/Benefit Selling
Feature/Benefit/Value<sup>Tool</sup>
The Split
Cause/Effect<sup>Tool</sup>
The Language of Value
Speak the Right Language
Three Languages<sup>Tool</sup>
The Five Ways of Creating Value
ValueStar<sup>Tool</sup>
TimeZones<sup>Tool</sup>
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
How to Begin and End Every Sales Call
Introduce Yourself-The Beginning
The 30-Second Speech<sup>Tool</sup>
Flip<sup>Tool</sup>
Introduce Your Product/Service-The Middle
Do We Continue on Through a Buy/Sell Process?-The End
Summarize, Bridge, and Pull<sup>Tool</sup>
Additional Sales Call Introductions
Voice Mail
20-Second Help Speech<sup>Tool</sup>
20-Second Pattern Interrupt Speech<sup>Tool</sup>
E-Mails
Beyond the First Call
30-Second Speech: Second Call and Beyond<sup>Tool</sup>
Control the Middle and the End
Turn Sales Education into ProActive Sales Presentations
Ask 'em/Tell 'em/Ask 'em<sup>Tool</sup>'
It's All About ME!
The Danger in the Unspoken Feature
The Right Order
GAP Chart<sup>Tool</sup>
Road Map to the Deal
SalesMap<sup>Tool</sup>
Educate the Customer Using Two-Way Learning
Creating Value Early
Getting Their Attention
Selling Solutions and Finding Trains
Solution Box<sup>Tool</sup>
Finding Trains<sup>Tool</sup>
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</sup>
BBB-Buyers Buy Backwards<sup>Tool</sup>
PPPII<sup>Tool</sup>
Three Levels of Why<sup>Tool</sup>
MMM: The Seven Questions Reviewed
Validate
The ProActive Initiation of Transfer of Ownership
It's Validation, Not Education!
Let the Buyer Drive: ProActively Inducing the Transfer of Ownership
TimeDemo<sup>Tool</sup>
Homework Assignments
Gives/Gets<sup>Tool</sup>
Justify
Reasons for Justification: Institutional and Individual
Helping the Customer Justify
The Implementation Plan<sup>Tool</sup>
The Drop/Push/Pull<sup>Tool</sup>
CliffDive<sup>Tool</sup>
STT-Short-Term Transfer<sup>Tool</sup>
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
Using Technology to Sell
Sales Touches
Social Media: Getting Involved
Technology Trends
Applying the ProActive Selling Process
Implementing the New Rules
The Three Languages
The Final Word
Appendix: ProActive Selling Tools
Index

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