ProActive Selling: Control the Process -- Win the Sale [Paperback]

William "Skip" Miller (Author)

Book Description

Publication Date: February 10, 2003

"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."

Editorial Reviews

Review

"Truly a remarkable book. I have taken many sales courses and this one is a winner. I suggest you buy the book, read it, practice it."

---Paul Tulenko, syndicated columnist

“His book is a winner.”

— Globe & Mail (Toronto)

Review

Paul Tulenko, syndicated columnist: "Truly a remarkable book. I have taken many sales courses and this one is a winner. I suggest you buy the book, read it, practice it."

See all Editorial Reviews

Product Details

• Reading level: Ages 17 and up
  
• Paperback: 240 pages
• Publisher: AMACOM (February 10, 2003)
• Language: English
• ISBN-10: 0814407641
• ISBN-13: 978-0814407646
• Product Dimensions: 9 x 6.1 x 0.8 inches
• Shipping Weight: 12.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #218,758 in Books (See Top 100 in Books)

More About the Author

William 'Skip' Miller (Los Gatos, CA) is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs.

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars Fresh look at sales process useful to all experience levels, March 18, 2003

By A Customer

This review is from: ProActive Selling: Control the Process -- Win the Sale (Paperback)

This book provides a fresh and different insight into the buying and selling process. I was able to use the tools that Skip Miller outlines in his book immediately and was not only successful at closing deals that were "on the fence" but also penetrated existing accounts at a higher executive level.

I gained a new perspective on the value of communicating clearly with my clients by speaking their language and staying focused on working together to provide a solution to their problem. The Summarize, Bridge, and Pull concept helped me to maintain control, communicate my understanding of the client's needs, validate my value proposition, and realize increased sales very quickly. I learned new methods of asking the right questions, acknowledging and eliminating my clients' fears and concerns, and transferring the ownership to them.

I would highly recommend this book to all sales professionals especially those with experience and success. This book is about results and providing the necessary skills to compete in an ever changing and highly competitive world.

3 of 3 people found the following review helpful:

5.0 out of 5 stars Welcome to Success, October 30, 2003

By 

S. Rychly (Chicago, IL USA) - See all my reviews

This review is from: ProActive Selling: Control the Process -- Win the Sale (Paperback)

I gave a copy to everyone in my sales organization and we have discussed it as a team and individually, using Skip's knowledge as our "language"..."Sellers sell forwards, buyers buy backwards".... In the past two years since implementing this, 80% of my regional sales people have made the 'club' trip each year.

3 of 3 people found the following review helpful:

5.0 out of 5 stars A diamond in the rough!, August 15, 2003

By A Customer

This review is from: ProActive Selling: Control the Process -- Win the Sale (Paperback)

Understanding the sales process is one that is explained in everyway, shape, and form.......however, ProActive Selling gives you another perspective - - the buyer's. This book shows me how buyers buy and allows me to remain 1 step ahead in the sales process, so to "pull" my customer rather than "push". How to start a meeting (30 second speech) and how to end a meeting (summarize, bridge, and pull) have been the cornerstone to my immediate success! Every tool is easy to understand and can be utilized in every sales situation, no matter if your entry level or a veteran salesperson.