CHAPTER 14

Applying the ProActive Selling Process

Implementing the New Rules

You’ve spent most of your time with this book understanding how a buyer buys, thinking like a buyer to learn what tactics to use during a sales call. It’s now time to think like a salesperson and ProActively figure out what to do with all this information. It’s good to have added more tools to your sales toolbox, but now you’re asking: Which one do I use when? How do I begin?

How to Start: Prepare

The first thing you need to do is get organized. While reading this book, like all outstanding salespeople, you’ve probably already started applying some of the tools to current accounts, especially the ones that are in your Maybeland. You use a ProActive tool for one account, ...

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