ProActive Selling: Control the Process -- Win the Sale (Paperback)

by William "Skip" Miller (Author) "It was the end of an important meeting..." (more)
Key Phrases: Dead Zone, Maintain Zone, Sales Matrix (more...)

Editorial Reviews

Review
"His [Skip Miller's] book is a winner." -- Globe & Mail (Toronto)

Truly a remarkable book. I have taken many sales courses and this one is a winner. -- Paul Tulenoko, SMALL BUSINESS ADVICE, Syndicated by Scripps Howard News Service

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)

See all Editorial Reviews

Product Details

• Paperback: 240 pages
• Publisher: AMACOM (February 10, 2003)
• Language: English
• ISBN-10: 0814407641
• ISBN-13: 978-0814407646
• Product Dimensions: 8.9 x 6 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 (6 customer reviews)
• Amazon.com Sales Rank: #431,364 in Books (See Bestsellers in Books)

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 19, 2003

By A Customer

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

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

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.