Proactive Selling: Control the Process--Win the Sale

True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year. Featuring dozens of enlightening examples ProActive Selling gives readers the tools to adapt their approach with the buyers in mind and maintain control at every stage of the sale. Author William Miller shows salespeople how to qualify and disqualify prospects sooner, shift their focus to the most promising accounts, examine buyers' motivations from every angle, quantify the value proposition early, double the number of calls returned from prospective customers, appeal to the real decision-makers, use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles, and increase the effectiveness of every interaction.Most sales professionals make the mistake of using the same sales patterns over and over. With an essential understanding about the different needs of customers, the thoroughly revised and updated second edition of ProActive Selling equips you to succeed with any company, in any industry.

Author: William Miller
Publisher: Amacom
Published: 08/07/2012
Pages: 240
Binding Type: Paperback
Weight: 0.91lbs
Size: 9.02h x 6.07w x 0.61d
ISBN13: 9780814431924
ISBN10: 0814431925
BISAC Categories:
- Business & Economics | Sales & Selling | General
- Business & Economics | Customer Relations
- Business & Economics | Consumer Behavior | General

About the Author

WILLIAM "SKIP" MILLER is president of M3 Learning, a leading sales development firm whose clients include Apple, Google, Cisco, Oracle, Teva, Tableau, UGG, and other top companies. He is the author of ProActive Selling, and ProActive Sales Management.

This title is not returnable