| 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.
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| Author Biography |
WILLIAM "SKIP" MILLER is president of M3 Learning, a sales development company. He is the author of ProActive Sales Management.
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| Table of Contents |
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/AWAYTool 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/ValueTool The Split Cause/EffectTool
Chapter 3: The Language of Value Speak the Right Language Three LanguagesTool The Five Ways of Creating Value ValueStarTool TimeZonesTool
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 SpeechTool FlipTool Goal 2: Introduce Your Product/Service—The Middle Goal 3: Do We Continue on Through a Buy/Sell Process?—The End Summarize, Bridge, and PullTool
Chapter 6: Additional Sales Call Introductions Voice Mail 20-Second Help SpeechTool 20-Second Pattern Interrupt SpeechTool E-Mails Beyond the First Call 30-Second Speech: Second Call and BeyondTool
Chapter 7: Control the Middle and the End Turn Sales Education into ProActive Sales Presentations Ask ’em/Tell ’em/Ask ’emTool It’s All About ME! The Danger in the Unspoken Feature The Right Order GAP ChartTool Road Map to the Deal SalesMapTool
Chapter 8: Educate the Customer Using Two-Way Learning Creating Value Early Getting Their Attention Selling Solutions and Finding Trains Solution BoxTool Finding TrainsTool
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 DateTool BBB—Buyers Buy BackwardsTool PPPIITool Three Levels of WhyTool 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 Ownership TimeDemoTool Homework Assignments Gives/GetsTool
Chapter 11: Justify Reasons for Justification: Institutional and Individual Helping the Customer Justify The Implementation PlanTool The Drop/Push/PullTool CliffDiveTool STT—Short-Term TransferTool
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 Sales Touches Social Media: Getting Involved Technology Trends
Chapter 14: Applying the ProActive Selling Process Implementing the New Rules The Three Languages The Final Word
Appendix: ProActive Selling Tools
Index |
