William "Skip" Miller

Proactive Selling - Control The Process: Win The Sale

Издательство: AMACOM/American Management Association, 2003 г.
978-0-8144-0764-6
Книгопечатная продукция
Объем: 256 стр.

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.

Посмотрите также...

Selling

A practical, pocket-sized guide to selling which will give you the information and skills to succeed. Find out how to improve your selling skills using marketing, and learn to present your product and negotiate successfully. You`ll discover how ......

Building a Mail Order Business 4e

With more than 60,000 copies sold, this amazing manual has become a classic in its field - and rightfully so. Nowhere else will you find - in one book - so much valuable information on achieving success in the mail order business. Dr. Bill Cohen ......

The Artist`s Guide to Selling Work

From pricing work, to using online marketplaces, to printing quality reproductions, this guide provides all the advice artists and craftspeople need to sell their work in today`s competitive market. First published in 2005, this best-selling ......

Visual Merchandising for Fashion

How do we define retail spaces to maintain commerciality and the "experience" to encapsulate the virtual world as well as the physical one? How do we journey from private to public place? Where do people meet before they go shopping? Why do we ......

Apparel Merchandising

Apparel Merchandising: The Line Starts Here analyzes the evolution and development of the merchandising function in branded apparel companies and retail private label apparel. It describes today`s challenges for both apparel manufacturers and ......

Hooked: How to Build Habit-Forming Products

In Hooked, Nir Eyal reveals how successful companies create products people can`t put down - and how you can too....