ProActive Selling: Control the Process--Win the Sale - Softcover

Miller, William

Softcover

ISBN 10: 0814431925 ISBN 13: 9780814431924

Publisher: AMACOM, 2012

Synopsis

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, this book gives you the tools to adapt your approach with the buyers in mind and maintain control at every stage of the sale.

In ProActive Selling, 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, etc) 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, this revised and updated second edition of ProActive Selling equips you to succeed with any company, in any industry.

About this title

About the Author

William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley.  Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.

From the Back Cover

Your sales strategy is great, but your numbers just aren't. Why the discrepancy? Because no amount of strategizing will help when you're face to face with a customer. What you need are tactics--what to say, when to act, what to do. Tactics require you to think like a customer and adopt a proactive approach to selling that is always one step ahead, consciously moving the customer to a decision.

Skip Miller's updated sales classic offers a fresh approach to understanding the customer's perspective and controlling the sales process. His methods work no matter what you're selling, who you're selling to, or which sales strategy you use. That's because the 27 tactics and tools in ProActive Selling are practical, flexible, and targeted on improving your skills. You'll learn to:

- Focus on how people buy, not on how you should sell.

- Create a powerful sales introduction on every sales call.

- Master the seven qualification questions.

- Get rid of "maybes" from the sales funnel.

- Speak the right language to the right level of buyer.

- Increase your average selling price per order.

- Take control and get the buyer to follow your lead.

New and updated chapters help you:

- Understand what motivates your buyer, and whether the deal is likely to go dark.

- Craft voicemail messages that generate 30%-40% callback rates.

- Master the business value conversation that senior executives like to hear.

- Quantify the value of your product or service, and build a sense of urgency from the onset.

- Disqualify prospective buyers who aren't worth the effort, and free up more time for qualified prospects.

- Use technology (e.g., cloud, video, social media, and more) to generate leads and shorten sales cycles.

- And much more.

William "Skip" Miller is president of M3 Learning, a sales development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Sales Management and More ProActive Sales Management, and co-author of Knock Your Socks Off Prospecting. He lives in Los Gatos, California.

Edition details

• Publisher: AMACOM
• Publication date: 2012
• ISBN 10: 0814431925
• ISBN 13: 9780814431924
• Binding: Paperback
• Language: English
• Edition number: 2
• Number of pages: 240