ProActive Selling

Control the Process--Win the Sale

by William Miller

On Sale: 08/07/2012

Price: $17.95

Book Summary

Sales strategy shouldn't use a one-size-fits-all approach. Discover the seventeen exclusive, practical selling tools that will give you the edge you need to exceed your unique sales goals.

About the Book

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.

Product Details

  • ISBN: 9780814431924
  • ISBN 10: 0814431925
  • Imprint: AMACOM
  • On Sale: 08/07/2012
  • Pages: 240
  • List Price: $17.95
  • Publisher: AMACOM
  • Publication Date: 08/07/2012
  • Trim Size: 152.000mm x 229.000mm x 22.000mm
  • Weight: 412.000gr
  • Category 1 : BUSINESS & ECONOMICS / General
  • Category 2 : BUSINESS & ECONOMICS / Consumer Behavior
  • Category 3 : BUSINESS & ECONOMICS / Customer Relations
  • Category 4 : BUSINESS & ECONOMICS / Sales & Selling / General