ProActive Selling: Control the Process--Win the Sale

Miller, William

ISBN 10: 0814431925 / ISBN 13: 9780814431924

Editore: AMACOM, 2012

Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Codice articolo 00087522172

Riassunto:

True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year.

Featuring 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.

In ProActive Selling, author William Miller shows salespeople how to:

• qualify and disqualify prospects sooner,
• shift their focus to the most promising accounts,
• examine buyers' motivations from every angle,
• quantify the value proposition early,
• double the number of calls returned from prospective customers,
• appeal to the real decision-makers,
• use technology (e.g. cloud, video, social media, etc) to generate leads and shorten sales cycles, 
• and increase the effectiveness of every interaction.

Most 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 ProActive Selling equips you to succeed with any company, in any industry.

Informazioni sull?autore:

WILLIAM "SKIP" MILLER is president of M3 Learning, a sales development company. He is the author of ProActive Sales Management.

Dati bibliografici

Titolo: ProActive Selling: Control the Process--Win ...
Casa editrice: AMACOM
Data di pubblicazione: 2012
Legatura: Brossura
Condizione: Very Good
Edizione: seconda edizione