Proactive selling : control the process--win the sale /: control the process--win the sale. (©2012)

• Record Type: Book
• Other Titles: Pro active selling
• Further Information: Note: William "Skip" Miller.
• Other Names: Miller, William, 1955-
• Contents: Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language. Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End. Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning. Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education! Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell.
• Edition: 2nd ed
• Publisher Details: New York : AMACOM
• Publication Date: 2012
• Copyright Date: 2012
• Extent: 1 online resource
• Subjects: 658.85; BUSINESS & ECONOMICS / Customer Relations; Selling -- Psychological aspects; Relationship marketing; Purchasing -- Decision making; BUSINESS & ECONOMICS -- Distribution; BUSINESS & ECONOMICS -- Marketing -- General; Purchasing -- Decision making; Relationship marketing; Selling -- Psychological aspects; BUSINESS & ECONOMICS / Sales & Selling / General; BUSINESS & ECONOMICS / Consumer Behavior; Electronic books
• Languages: English
• ISBNs: 9780814431962; 0814431968
• Related ISBNs: 0814431925; 9780814431924
• Notes: Note: Includes bibliographical references and index.; Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.