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 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.

About this title

Book Description

Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year.

ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to:

· Qualify and disqualify prospects sooner to focus on 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

· Increase the effectiveness of every interaction

Featuring dozens of enlightening examples and the author’s 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals—with any company, in any industry.

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