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 buyers' motivations from every angle -...
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 m...
Cost, service, functionality--good salespeople know the value propositions that speak to frontline managers. But there's another crucial player in the buying decision, with an entirely different set of criteria. Top-level executives evaluate proposals from an -above the line- perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell the technical and financial fit of any product or...
Cost, service, functionality--good salespeople know the value propositions that speak to frontline managers. But there's another crucial player in the...
