• Proactive selling : control the process-win the sale

• PengarangMiller, William
• TerbitanNew York : American Management Association, 2012
• ISBN9780814431924
• Nomor Panggil658.85 MIL p
• BahasaEnglish
• SubyekSOCIAL SCIENCE; BUSINESS; SALES

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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: Qualify and disqualify prospects sooner to focus on the most promising accounts Examine buyerso 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, and more) to generate leads and shorten sales cycles Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the authoros 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals with any company, in any industry.