ProACTIVE Selling: Control the Process--Win the Sale
ISBN: , SKU: , AUTHOR: Miller, William "Skip", PUBLISHER: AMACOM/American Management Association, Most sales professionals make ong>ong>theong>ong> mistake of using ong>ong>theong>ong> same sales patterns over and over. But since all customers are different, true pros know ong>ong>theong>ong>y must tailor ong>ong>theong>ong>ir methods to ong>ong>theong>ong> buyer if ong>ong>theong>ong>y want to make ong>ong>theong>ong>ir numbers every year. "ProActive ong>Sellingong>" gives readers ong>ong>theong>ong> tools ong>ong>theong>ong>y need to adapt ong>ong>theong>ong>ir approach and maintain control at every stage of ong>ong>theong>ong> sale. Thoroughly revised and updated, ong>ong>theong>ong> second edition shows salespeople how to: - Qualify and disqualify prospects sooner to focus on ong>ong>theong>ong> most promising accounts - Examine buyers' motivations from every angle - Quantify ong>ong>theong>ong> value proposition early - Double ong>ong>theong>ong> number of calls returned from prospective customers - Appeal to ong>ong>theong>ong> real decision-makers - Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles - Increase ong>ong>theong>ong> effectiveness of every interaction Featuring dozens of enlightening examples and ong>ong>theong>ong> author's 17 exclusive, practical ong>sellingong> tools, "ProActive ong>Sellingong>" gives sales professionals ong>ong>theong>ong> edge ong>ong>theong>ong>y need to exceed ong>ong>theong>ong>ir goals--with any company, in any industry.