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| Preface | |
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| Acknowledgments | |
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| ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead | |
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| Tool-Based ProActive Selling | |
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| The Customer's Perspective | |
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| What Is a Buy/Sell Process? | |
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| TOWARDS/AWAY<sup>Tool</sup> | |
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| Matching the Sell Process to the Buy Process | |
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| The Length of a Sales Cycle | |
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| Why Follow a Process? | |
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| The Buy/Sell Cycle Differences | |
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| Feature/Benefit/Value Selling vs. Feature/Benefit Selling | |
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| Feature/Benefit/Value<sup>Tool</sup> | |
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| The Split | |
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| Cause/Effect<sup>Tool</sup> | |
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| The Language of Value | |
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| Speak the Right Language | |
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| Three Languages<sup>Tool</sup> | |
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| The Five Ways of Creating Value | |
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| ValueStar<sup>Tool</sup> | |
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| TimeZones<sup>Tool</sup> | |
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| Initiate | |
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| Goals of Initiate | |
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| Homework Before the Sale | |
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| Initial Sales Calls: Overcoming the Fear of Prospecting | |
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| The Prospector's Perspective | |
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| The Prospect's Perspective-Something to Keep in Mind | |
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| How to Begin and End Every Sales Call | |
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| Introduce Yourself-The Beginning | |
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| The 30-Second Speech<sup>Tool</sup> | |
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| Flip<sup>Tool</sup> | |
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| Introduce Your Product/Service-The Middle | |
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| Do We Continue on Through a Buy/Sell Process?-The End | |
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| Summarize, Bridge, and Pull<sup>Tool</sup> | |
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| Additional Sales Call Introductions | |
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| Voice Mail | |
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| 20-Second Help Speech<sup>Tool</sup> | |
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| 20-Second Pattern Interrupt Speech<sup>Tool</sup> | |
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| E-Mails | |
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| Beyond the First Call | |
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| 30-Second Speech: Second Call and Beyond<sup>Tool</sup> | |
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| Control the Middle and the End | |
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| Turn Sales Education into ProActive Sales Presentations | |
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| Ask 'em/Tell 'em/Ask 'em<sup>Tool</sup>' | |
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| It's All About ME! | |
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| The Danger in the Unspoken Feature | |
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| The Right Order | |
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| GAP Chart<sup>Tool</sup> | |
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| Road Map to the Deal | |
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| SalesMap<sup>Tool</sup> | |
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| Educate the Customer Using Two-Way Learning | |
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| Creating Value Early | |
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| Getting Their Attention | |
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| Selling Solutions and Finding Trains | |
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| Solution Box<sup>Tool</sup> | |
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| Finding Trains<sup>Tool</sup> | |
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| Qualify: Not a Phase but a Process | |
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| Qualification and Disqualification Skills | |
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| How You Should Spend Your Time | |
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| Qualifying Goals | |
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| MMM: The Qualification Process | |
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| The Seven Questions | |
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| Implementation Date<sup>Tool</sup> | |
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| BBB-Buyers Buy Backwards<sup>Tool</sup> | |
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| PPPII<sup>Tool</sup> | |
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| Three Levels of Why<sup>Tool</sup> | |
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| MMM: The Seven Questions Reviewed | |
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| Validate | |
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| The ProActive Initiation of Transfer of Ownership | |
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| It's Validation, Not Education! | |
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| Let the Buyer Drive: ProActively Inducing the Transfer of Ownership | |
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| TimeDemo<sup>Tool</sup> | |
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| Homework Assignments | |
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| Gives/Gets<sup>Tool</sup> | |
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| Justify | |
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| Reasons for Justification: Institutional and Individual | |
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| Helping the Customer Justify | |
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| The Implementation Plan<sup>Tool</sup> | |
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| The Drop/Push/Pull<sup>Tool</sup> | |
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| CliffDive<sup>Tool</sup> | |
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| STT-Short-Term Transfer<sup>Tool</sup> | |
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| The Skill of Closing the Deal | |
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| What Is a Close? | |
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| Defining the Process | |
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| Use the Tools | |
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| The Real Art of Closing Is in the Definition: Think Like a Buyer | |
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| Celebrate Success | |
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| Using Technology to Sell | |
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| Sales Touches | |
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| Social Media: Getting Involved | |
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| Technology Trends | |
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| Applying the ProActive Selling Process | |
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| Implementing the New Rules | |
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| The Three Languages | |
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| The Final Word | |
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| Appendix: ProActive Selling Tools | |
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| Index | |