ProActive Selling: Control the Process--Win the Sale - Couverture souple

Miller, William Skip

 
9780814431924: ProActive Selling: Control the Process--Win the Sale
Couverture souple
ISBN 10 : 0814431925 ISBN 13 : 9780814431924
Editeur : HarperCollins Leadership, 2018

Synopsis

True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year.

Featuring dozens of enlightening examples, this book gives you the tools to adapt your approach with the buyers in mind and maintain control at every stage of the sale.

In ProActive Selling, author William Miller shows salespeople how to:

  • qualify and disqualify prospects sooner,
  • shift their focus to the most promising accounts,
  • examine buyers' 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, etc) to generate leads and shorten sales cycles, 
  • and increase the effectiveness of every interaction.

Most sales professionals make the mistake of using the same sales patterns over and over. With an essential understanding about the different needs of customers, this revised and updated second edition of ProActive Selling equips you to succeed with any company, in any industry.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l?auteur

William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley.  Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
HarperCollins Leadership
Date d'édition
2018
Langue
anglais
ISBN 10 
0814431925
ISBN 13 
9780814431924
Reliure
Broché
Numéro d'édition
2
Nombre de pages
256
Coordonnées du fabricant
non disponible
Personne responsable
WordUnited GmbH
distribution@wordunited.com

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