"Many sales experts focus on a cookie-cutter sales "strategy," encouraging reps to push the customer through a pre-planned sales process - an approach that can drive customers away. With "Proactive Selling", reps have a wide variety of flexible and effective selling tactics to choose from. This enables them to adapt and approach each sales call uniquely and keep the customer at the center of every sales presentation. By learning to think like the customer, sales professionals will learn to shift their own focus from the selling process to the buying process, and how to use the right tool at the right time. Miller's 15 practical selling tools let sales professionals in any industry: double the number of calls returned from prospective customers; call high (where buying decisions are really made) and stay there; increase the effectiveness of in-person and telephone sales interactions; own the process and own the deal Plus, they'll learn how to speak the right language to buyers at any level, get rid of the "maybes" in the sales funnel, and master the 7 Qualification Questions that keep their efforts focused on only the most worthwhile accounts."
"Sinopsis" puede pertenecer a otra edición de este libro.
William "Skip" Miller (Los Gatos, CA) is President of M3 Learning, a sales development company, and the author of ProActive Sales ManagementReview:
"Truly a remarkable book. I have taken many sales courses and this one is a winner. I suggest you buy the book, read it, practice it." --Paul Tulenko, syndicated columnist
“His book is a winner.” --The Globe & Mail
“B2B salespeople can definitely benefit from this book...especially useful for salespeople who sell to executives and other C-suite types.” --About.com/Sales
“Everything in ProActive Selling works for me.” --Life Insurance magazine
"Sobre este título" puede pertenecer a otra edición de este libro.
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