<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>
ProActive Selling
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Review
"His book is a winner."
-- Globe & Mail (Toronto)
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
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First Sentence
It was the end of an important meeting. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
It was the end of an important meeting. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Customer Reviews
Most helpful customer reviews
By S. Rychly
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.
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.
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.
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