{"product_id":"proactive-selling-control-the-process-win-the-sale-paperback","title":"Proactive Selling: Control the Process--Win the Sale - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eWilliam Miller\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eTrue sales pros know they must tailor their methods to the buyer if they want to make their numbers every year.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eFeaturing dozens of enlightening examples, this book gives you the tools to adapt your approach with the buyers in mind and maintain control at every stage of the sale.\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eProActive Selling\u003c\/em\u003e, author William Miller shows salespeople how to: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003equalify and disqualify prospects sooner, \u003c\/li\u003e\n\u003cli\u003eshift their focus to the most promising accounts, \u003c\/li\u003e\n\u003cli\u003eexamine buyers' motivations from every angle, \u003c\/li\u003e\n\u003cli\u003equantify the value proposition early, \u003c\/li\u003e\n\u003cli\u003edouble the number of calls returned from prospective customers, \u003c\/li\u003e\n\u003cli\u003eappeal to the real decision-makers, \u003c\/li\u003e\n\u003cli\u003euse technology (e.g. cloud, video, social media, etc) to generate leads and shorten sales cycles, \u003c\/li\u003e\n\u003cli\u003eand increase the effectiveness of every interaction.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eMost sales professionals make the mistake of using the same sales patterns over and over. With an essential understanding about the different needs of customers, this revised and updated second edition of \u003cem\u003eProActive Selling\u003c\/em\u003e equips you to succeed with any company, in any industry.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003eYour sales strategy is great, but your numbers just aren't. Why the discrepancy? Because no amount of strategizing will help when you're face to face with a customer. What you need are tactics--what to say, when to act, what to do. Tactics require you to think like a customer and adopt a proactive approach to selling that is always one step ahead, consciously moving the customer to a decision. \u003c\/p\u003e  Skip Miller's updated sales classic offers a fresh approach to understanding the customer's perspective and controlling the sales process. His methods work no matter what you're selling, who you're selling to, or which sales strategy you use. That's because the 27 tactics and tools in \u003ci\u003eProActive Selling\u003c\/i\u003e are practical, flexible, and targeted on improving your skills. You'll learn to:   - Focus on how people buy, not on how you should sell.   - Create a powerful sales introduction on every sales call.   - Master the seven qualification questions.   - Get rid of \"maybes\" from the sales funnel.   - Speak the right language to the right level of buyer.   - Increase your average selling price per order.   - Take control and get the buyer to follow your lead.   New and updated chapters help you:   - Understand what motivates your buyer, and whether the deal is likely to go dark.   - Craft voicemail messages that generate 30%-40% callback rates.   - Master the business value conversation that senior executives like to hear.   - Quantify the value of your product or service, and build a sense of urgency from the onset.   - Disqualify prospective buyers who aren't worth the effort, and free up more time for qualified prospects.   - Use technology (e.g., cloud, video, social media, and more) to generate leads and shorten sales cycles.   - And much more.   \u003cb\u003eWilliam \"Skip\" Miller\u003c\/b\u003e is president of M3 Learning, a sales development company, and an instructor for numerous AMA sales management training programs. He is the author of \u003ci\u003eProActive Sales Management\u003c\/i\u003e and \u003ci\u003eMore ProActive Sales Management\u003c\/i\u003e, and co-author of \u003ci\u003eKnock Your Socks Off Prospecting\u003c\/i\u003e. He lives in Los Gatos, California. \u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eWILLIAM \"SKIP\" MILLER is president of M3 Learning, a leading sales development firm whose clients include Apple, Google, Cisco, Oracle, Teva, Tableau, UGG, and other top companies. He is the author of ProActive Selling, and ProActive Sales Management.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 240\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.61 x 9.02 x 6.07 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e August 07, 2012\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":51964752134445,"sku":"9780814431924","price":23.38,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0938\/3185\/6429\/files\/proactive-selling-control-the-process-win-the-sale-paperback-1388345.webp?v=1775472666","url":"https:\/\/ishookbooks.com\/products\/proactive-selling-control-the-process-win-the-sale-paperback","provider":"iShook Books","version":"1.0","type":"link"}