ProActive Selling: Control the Process -- Win the Sale and over one million other books are available for Amazon Kindle. Learn more

Vous voulez voir cette page en français ? Cliquez ici.

Have one to sell? Sell yours here
Start reading ProActive Selling on your Kindle in under a minute.

Don't have a Kindle? Get your Kindle here, or download a FREE Kindle Reading App.

ProActive Selling: Control the Process - Win the Sale [Paperback]

William "Skip" Miller
5.0 out of 5 stars  See all reviews (4 customer reviews)

Available from these sellers.


Formats

Amazon Price New from Used from
Kindle Edition CDN $9.99  
Paperback --  
Save Up to 90% on Textbooks
Hit the books in Amazon.ca's Textbook Store and save up to 90% on used textbooks and 35% on new textbooks. Learn more.
Join Amazon Student in Canada


Book Description

March 7 2003
<html> <head> </head> <body> <p> " Many sales experts focus on a cookie-cutter sales " " strategy," " encouraging reps to push the customer through a pre-planned sales process - an approach that can drive customers away. With <i>ProActive Selling</i>, reps have a wide variety of flexible and effective selling tactics to choose from. This enables them to adapt and approach each sales call uniquely and keep the customer at the centerof every sales presentation. </p> <p> </p> <p> By learning to think like the customer, sales professionals will learn to shift their own focus from the selling process to the buying process, and how to use the right tool at the right time. Miller's 15 practical selling tools let sales professionals in any industry: </p> <p> </p> <p> * double the number of calls returned from prospective customers </p> <p> * call high (where buying decisions are really made) and stay there </p> <p> * increase the effectiveness of in-person and telephone sales interactions </p> <p> * own the process and own the deal </p> <p> </p> <p> Plus, they'll learn how to speak the right language to buyers at any level, get rid of the " " maybes" " in the sales funnel, and master the 7 Qualification Questions that keep their efforts focused on only the most worthwhile accounts." </p> </body> </html>

Customers Who Bought This Item Also Bought


Product Details


Product Description

Review

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

About the Author

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

Inside This Book (Learn More)
First Sentence
It was the end of an important meeting. Read the first page
Explore More
Concordance
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Search inside this book:

Customer Reviews

4 star
0
3 star
0
2 star
0
1 star
0
5.0 out of 5 stars
5.0 out of 5 stars
Most helpful customer reviews
By A Customer
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.
Was this review helpful to you?
5.0 out of 5 stars A diamond in the rough! Aug. 15 2003
By A Customer
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.
Was this review helpful to you?
5.0 out of 5 stars Single Best Sales Book! Sept. 3 2003
By A Customer
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.
Was this review helpful to you?
5.0 out of 5 stars Welcome to Success 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.
Was this review helpful to you?
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.7 out of 5 stars  7 reviews
4 of 4 people found the following review helpful
5.0 out of 5 stars 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
5.0 out of 5 stars 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
5.0 out of 5 stars 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
5.0 out of 5 stars 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
3.0 out of 5 stars 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.
Search Customer Reviews
Only search this product's reviews

Look for similar items by category


Feedback