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ProActive Selling: Control the Process - Win the Sale Paperback – Mar 7 2003


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Product Details

  • Paperback: 240 pages
  • Publisher: AMACOM Books (March 7 2003)
  • Language: English
  • ISBN-10: 0814407641
  • ISBN-13: 978-0814407646
  • Product Dimensions: 22.9 x 15.4 x 2 cm
  • Shipping Weight: 363 g
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Bestsellers Rank: #674,092 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

Review

"Everything in "ProActive Selling "works for me." "--Life Insurance magazine "

About the Author

<BR> William " Skip" Miller (Los Gatos, CA) is President of M3 Learning, a sales development company, and the author of <I>ProActive Sales Management </I> <BR>

Inside This Book (Learn More)
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It was the end of an important meeting. Read the first page
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Most helpful customer reviews

Format: Paperback
This book provides a fresh and different insight into the buying and selling process. I was able to use the tools that Skip Miller outlines in his book immediately and was not only successful at closing deals that were "on the fence" but also penetrated existing accounts at a higher executive level.
I gained a new perspective on the value of communicating clearly with my clients by speaking their language and staying focused on working together to provide a solution to their problem. The Summarize, Bridge, and Pull concept helped me to maintain control, communicate my understanding of the client's needs, validate my value proposition, and realize increased sales very quickly. I learned new methods of asking the right questions, acknowledging and eliminating my clients' fears and concerns, and transferring the ownership to them.
I would highly recommend this book to all sales professionals especially those with experience and success. This book is about results and providing the necessary skills to compete in an ever changing and highly competitive world.
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By A Customer on Aug. 15 2003
Format: Paperback
Understanding the sales process is one that is explained in everyway, shape, and form.......however, ProActive Selling gives you another perspective - - the buyer's. This book shows me how buyers buy and allows me to remain 1 step ahead in the sales process, so to "pull" my customer rather than "push". How to start a meeting (30 second speech) and how to end a meeting (summarize, bridge, and pull) have been the cornerstone to my immediate success! Every tool is easy to understand and can be utilized in every sales situation, no matter if your entry level or a veteran salesperson.
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By A Customer on Sept. 3 2003
Format: Paperback
I loved this book! As a sales professional now in sales management, I bought a copy for everyone on my team. It's a must read for new and veteran sales reps.
I especially appreciate the "tool" approach to selling. It let's me focus on the areas I know I need to improve my team's game. The author's use of stories and examples makes it very easy to implement the ideas presented.
I'd highly recommend it to anyone serious in furthering their own sales career.
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By S. Rychly on Oct. 30 2003
Format: Paperback
I gave a copy to everyone in my sales organization and we have discussed it as a team and individually, using Skip's knowledge as our "language"..."Sellers sell forwards, buyers buy backwards".... In the past two years since implementing this, 80% of my regional sales people have made the 'club' trip each year.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 8 reviews
4 of 4 people found the following review helpful
Fresh look at sales process useful to all experience levels March 18 2003
By A Customer - Published on Amazon.com
Format: Paperback
This book provides a fresh and different insight into the buying and selling process. I was able to use the tools that Skip Miller outlines in his book immediately and was not only successful at closing deals that were "on the fence" but also penetrated existing accounts at a higher executive level.
I gained a new perspective on the value of communicating clearly with my clients by speaking their language and staying focused on working together to provide a solution to their problem. The Summarize, Bridge, and Pull concept helped me to maintain control, communicate my understanding of the client's needs, validate my value proposition, and realize increased sales very quickly. I learned new methods of asking the right questions, acknowledging and eliminating my clients' fears and concerns, and transferring the ownership to them.
I would highly recommend this book to all sales professionals especially those with experience and success. This book is about results and providing the necessary skills to compete in an ever changing and highly competitive world.
3 of 3 people found the following review helpful
A diamond in the rough! Aug. 15 2003
By A Customer - Published on Amazon.com
Format: Paperback
Understanding the sales process is one that is explained in everyway, shape, and form.......however, ProActive Selling gives you another perspective - - the buyer's. This book shows me how buyers buy and allows me to remain 1 step ahead in the sales process, so to "pull" my customer rather than "push". How to start a meeting (30 second speech) and how to end a meeting (summarize, bridge, and pull) have been the cornerstone to my immediate success! Every tool is easy to understand and can be utilized in every sales situation, no matter if your entry level or a veteran salesperson.
3 of 3 people found the following review helpful
Welcome to Success Oct. 30 2003
By S. Rychly - Published on Amazon.com
Format: Paperback
I gave a copy to everyone in my sales organization and we have discussed it as a team and individually, using Skip's knowledge as our "language"..."Sellers sell forwards, buyers buy backwards".... In the past two years since implementing this, 80% of my regional sales people have made the 'club' trip each year.
2 of 2 people found the following review helpful
Single Best Sales Book! Sept. 3 2003
By A Customer - Published on Amazon.com
Format: Paperback
I loved this book! As a sales professional now in sales management, I bought a copy for everyone on my team. It's a must read for new and veteran sales reps.
I especially appreciate the "tool" approach to selling. It let's me focus on the areas I know I need to improve my team's game. The author's use of stories and examples makes it very easy to implement the ideas presented.
I'd highly recommend it to anyone serious in furthering their own sales career.
1 of 1 people found the following review helpful
Good but not new stuff March 10 2007
By Michael Roberts - Published on Amazon.com
Format: Paperback Verified Purchase
Having read Miller's Proactive Sales Management (which I thought was excellent) I was keen to read his ideas on selling.

I have to admit that I found this book had a lot less impact and many of the ideas have been put forward before by Bosworth, Rackham, Thull, Sandler and others. There's nothing wrong with the notion that you should see things from the prospect or customer point of view and that communication should be in their terms - or indeed that the process of selling should be controlled in an intelligent and proactive sense.

But I did find some of the concepts (such as 'buyers look back, salespeople look forwards') to be a potentially dangerous assumption in some industries, such as technology.

So, if you have not had much sales training or have not read many sales books don't let me spoil it for you. If you have, you may find yourself thinking you have heard the concepts before, but the words sounded different.


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