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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 1

ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead

IT WAS THE END OF AN IMPORTANT MEETING. Brad had spent weeks getting this meeting together so he and his company could be included in the client company’s evaluation. He had just made a presentation to the customer’s senior management team and was very pleased with how it went.

“Brad, this looks very, very interesting to us,” the senior vice president said, “and we like what we see. Why don’t you call on Kurt and Seline, who are heading up this selection, and start working with them? They have been at this for a few weeks, and you should be considered along with the other people we are looking at right now.”

Brad is certainly excited. He is happy with ...

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