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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 4

Initiate

BUYERS BEGIN THEIR BUYING PROCESS with an Initial Interest, which means the salesperson—you—should begin by generating initial interest with a selling phase called “Initiate.”

For you to be ProActive, you must master the early part of the sales process, which is much more important than the ending or closing part. For now, forget learning all those closing techniques, and focus on where you can really make a difference. The better you are in setting up the sale correctly, the better qualified and cleaner the deal will be. Therefore, generating initial interest is a very important step in every sale. The overall goal of this phase is to:

Introduce yourself, your company, and your product/service to the prospect.

Interest ...

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