book

ProActive Selling, 2nd Edition

by William Skip Miller

July 2012

Intermediate to advanced

240 pages

5h 47m

English

AMACOM

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Tool-Based ProActive SellingThe Customer’s PerspectiveWhat Is a Buy/Sell Process?Towards/AwayToolMatching the Sell Process to the Buy ProcessThe Length of a Sales CycleWhy Follow a Process?
Feature/Benefit/Value Selling vs. Feature/Benefit SellingFeature/Benefit/ValueToolThe SplitCause/EffectTool
Speak the Right LanguageThree LanguagesToolThe Five Ways of Creating ValueValueStarToolTimeZonesTool

Goals of InitiateHomework Before the SaleInitial Sales Calls: Overcoming the Fear of ProspectingThe Prospector’s PerspectiveThe Prospect’s Perspective—Something to Keep in Mind
Goal 1: Introduce Yourself—The BeginningThe 30-Second SpeechToolFlipToolGoal 2: Introduce Your Product/Service—The MiddleGoal 3: Do We Continue on Through a Buy/Sell Process?—The EndSummarize, Bridge, and PullTool
Voice Mail20-Second Help SpeechTool20-Second Pattern Interrupt SpeechToolE-MailsBeyond the First Call30-Second Speech: Second Call and BeyondTool
Turn Sales Education into ProActive Sales PresentationsAsk ’em/Tell ’em/Ask ’emToolIt’s All About ME!The Danger in the Unspoken FeatureThe Right OrderGAP ChartToolRoad Map to the DealSalesMapTool
Creating Value EarlyGetting Their AttentionSelling Solutions and Finding TrainsSolution BoxToolFinding TrainsTool
Qualification and Disqualification SkillsHow You Should Spend Your TimeQualifying GoalsMMM: The Qualification ProcessThe Seven QuestionsImplementation DateToolBBB—Buyers Buy BackwardsToolPPPIIToolThree Levels of WhyToolMMM: The Seven Questions Reviewed
The ProActive Initiation of Transfer of OwnershipIt’s Validation, Not Education!Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemoToolHomework AssignmentsGives/GetsTool
Reasons for Justification: Institutional and IndividualHelping the Customer JustifyThe Implementation PlanToolThe Drop/Push/PullToolCliffDiveToolSTT—Short-Term TransferTool
What Is a Close?Defining the ProcessUse the ToolsThe Real Art of Closing Is in the Definition: Think Like a BuyerCelebrate Success
Sales TouchesSocial Media: Getting InvolvedTechnology Trends
Implementing the New RulesThe Three LanguagesThe Final Word