July 2012
Intermediate to advanced
240 pages
5h 47m
English
Content preview from ProActive Selling, 2nd Edition
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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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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.