Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: ac Qualify and disqualify prospects sooner to focus on the most promising accounts ac Examine buyersa motivations from every angle ac Quantify the value proposition early ac Double the number of calls returned from prospective customers ac Appeal to the real decision-makers ac Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles ac Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the authoras 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goalsawith any company, in any industry.When does the salesperson think they are going to close this order, since it is on the sales forecast, and the sales manager wants to get this deal by the end ofthe quarter? Do the ... Think about it. When was the last time you purchased anything of some importance? You bought it backwards. 6 Last car: The lease on my car is running out on this date, so I need to do something about that soon. 6 Last vacation: ... aOK, folks, we have to have this computer system up and running by July 7.
|Author||:||William "Skip" Miller|
|Publisher||:||AMACOM Div American Mgmt Assn - 2012-07-18|