Proactive Selling: Control the Process--Win the Sale

by William "Skip" Miller

Book Overview

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...

• Format: Paperback
• Language: English
• ISBN: 0814431925
• ISBN13: 9780814431924
• Release Date: August 2012
• Publisher: Amacom
• Length: 240 Pages
• Weight: 0.97 lbs.
• Dimensions: 0.6" x 6.1" x 9.0"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher

Customer Reviews

An Amazing Tool for Salespeople

Having reviewed and studied sales materials to include info products with ten thousand dollar price tags, I am astounded that the quality and conciseness of Miller's advice to salespeople can be had for eighteen bucks. The book does a great job of arming the salesperson with the knowledge he needs to have confidence selling right up to the CEO level.

Welcome to Success

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.

Single Best Sales Book!

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.

A diamond in the rough!

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.

Fresh look at sales process useful to all experience levels

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.