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ProActive Selling: Control the Process -- Win the Sale Paperback – February 10, 2003


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Product Details

  • Paperback: 240 pages
  • Publisher: AMACOM; First Edition edition (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
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Best Sellers Rank: #441,756 in Books (See Top 100 in Books)

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.” --The Globe & Mail



“B2B salespeople can definitely benefit from this book...especially useful for salespeople who sell to executives and other C-suite types.” --About.com/Sales



“Everything in ProActive Selling works for me.” --Life Insurance magazine

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."


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

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Most Helpful Customer Reviews

4 of 4 people found the following review helpful By A Customer on March 18, 2003
Format: 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.
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3 of 3 people found the following review helpful By A Customer on August 15, 2003
Format: 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.
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3 of 3 people found the following review helpful By S. Rychly on October 30, 2003
Format: 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.
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2 of 2 people found the following review helpful By A Customer on September 3, 2003
Format: Paperback
I loved this book! As a sales professional now in sales management, I bought a copy for everyone on my team. It's a must read for new and veteran sales reps.
I especially appreciate the "tool" approach to selling. It let's me focus on the areas I know I need to improve my team's game. The author's use of stories and examples makes it very easy to implement the ideas presented.
I'd highly recommend it to anyone serious in furthering their own sales career.
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