Proactive Selling: Control the Process-Win the Sale
Author: William ""Skip" Miller
List Price: $17.95
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ISBN: 0814407641
Publisher: AMACOM (10 February, 2003)
Sales Rank: 30,704
Average Customer Rating: 5 out of 5
Customer Reviews
Rating: 5 out of 5
Welcome to Success
I gave a copy to everyone in my sales organization and we have discussed it as a team and individually, using Skip's knowledge as our "language"..."Sellers sell forwards, buyers buy backwards".... In the past two years since implementing this, 80% of my regional sales people have made the 'club' trip each year.
Rating: 5 out of 5
Single Best Sales Book!
I loved this book! As a sales professional now in sales management, I bought a copy for everyone on my team. It's a must read for new and veteran sales reps.I especially appreciate the "tool" approach to selling. It let's me focus on the areas I know I need to improve my team's game. The author's use of stories and examples makes it very easy to implement the ideas presented.
I'd highly recommend it to anyone serious in furthering their own sales career.
Rating: 5 out of 5
A diamond in the rough!
Understanding the sales process is one that is explained in everyway, shape, and form.......however, ProActive Selling gives you another perspective - - the buyer's. This book shows me how buyers buy and allows me to remain 1 step ahead in the sales process, so to "pull" my customer rather than "push". How to start a meeting (30 second speech) and how to end a meeting (summarize, bridge, and pull) have been the cornerstone to my immediate success! Every tool is easy to understand and can be utilized in every sales situation, no matter if your entry level or a veteran salesperson. Similar Products
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Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Book Index