Control the Process--Win the Sale
Author: William "Skip" Miller
Pub Date: August 2012
Print Edition: $17.95
Print ISBN: 9780814431924
Page Count: 240
Format: Paper or Softback
Edition: Second Edition
e-Book ISBN: 9780814431962
Buy the book:
Don’t use “cookie-cutter” techniques ....The key to making sales is
thinking like the customer.
Don’t use “cookie-cutter” techniques ....The key to making sales is thinking like the customer.
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.
About the Author
WILLIAM "SKIP" MILLER is president of M3 Learning, a sales development company. He is the author of ProActive Sales Management.
Search the full text of this book
Search Full Text of
For single copy purchases of any AMACOM title, you can connect directly to the online retailer of your choice, from the list below, to buy the title you have selected. Most of our links will take you directly to that title on the site, making your shopping experience easier. You can also visit your local retailer, and if the book is not on their shelves they can special order it for you.
Retailers: Please contact us to change or add a listing.
Buying in Bulk?
We have very competitive discounts starting at 5 copies, as well as personal service, for bulk orders. Simply contact our Special Sales Department. Call 800-250-5308 or 212-903-8420 and ask for Special Sales. You can also email: SpecSlsWeb@amanet.org