ProActive Selling Control the Process— Win the Sale phần 3 potx

... Be proactive and anticipate the next sales step. • Motivate themselves to call successfully at all levels in the organization. • Control the sales process. The salesperson who controls the sales ... this step. ProActive Selling Having the Right Tools at the Right Time 13 131 34C01.pgs 12/11/02 1: 13 PM Page 13 • Master the seven qualification questions to call on th...

Ngày tải lên: 28/06/2014, 22:20

... had 8 ProActive Selling 131 34C01.pgs 12/11/02 1: 13 PM Page 8 in sales professionals and the sales tools they use during a sales call that consistently set them apart from the rest of the pack. ProActive ... process. ProActive Selling has 20 tools for the salesperson to use during the sales call and maintain control of the process. These tools are also the tools t...

Ngày tải lên: 10/08/2014, 07:21

... But there’s more. There are three zones in the ProActive Matrix. AA BA CA BB BB CB CC BC CC 131 34C02.pgs 12/11/02 1: 13 PM Page 26 Do Your Homework Before the Sale 23 not tell anyone what the salesperson ... not take the future into account. It does 131 34C02.pgs 12/11/02 1: 13 PM Page 22 Do Your Homework Before the Sale 33 e. all of them, are you kidding, that’s what...

Ngày tải lên: 10/08/2014, 07:21

... other fiduciary measurements. A vice president is chartered with the health of the business, 50 ProActive Selling 131 34C 03. pgs 12/11/02 1: 13 PM Page 50 40 ProActive Selling You are placing the ... screeching halt?” Initiate 63 131 34C 03. pgs 12/11/02 1: 13 PM Page 63 There is a huge push in most sales organizations nowadays to call higher in the organization. Call at...

Ngày tải lên: 10/08/2014, 07:21

... you are going to make them money. It’s in the attitude. Have a good time. 72 ProActive Selling 131 34C 03. pgs 12/11/02 1: 13 PM Page 72 “What are the risks you face in the next 3 to 6 months re- garding ... at the three goals. They all seem very simple in their own right, and they are. The sales novice can execute these goals as easily as the experienced salesperson. The...

Ngày tải lên: 10/08/2014, 07:21

... call to keep control every step of the way. 96 ProActive Selling 131 34C04.pgs 12/11/02 1: 13 PM Page 96 Here is what ProActive sales education is. THE LAW OF PROACTIVE SALES EDUCATION Sales Education ... three goals: the Introduction, the Middle, and the End. Goal 1 has been covered with the 30 - second speech. 92 ProActive Selling 131 34C04.pgs 12/11/02 1: 13 PM...

Ngày tải lên: 10/08/2014, 07:21

... you and the prospect win. No’s are great also; they let you know you are 130 ProActive Selling 131 34C06.pgs 12/11/02 1: 13 PM Page 130 What questions are the questions the buyers are asking themselves ... listen. The ProActive way creates much more mutual involvement and is under the salesperson’s control. ProActive sales presentations should accomplish the following...

Ngày tải lên: 10/08/2014, 07:21

... what they need to know, you have lost control of the sale. To compound the problem, in the sales presentation the salesperson is proposing a next step. The buyer typically agrees with the salesperson’s ... Page 149 • Make the translation of the buying and selling processes a mutual process with the salesperson playing the con- ductor. Control the process, win...

Ngày tải lên: 10/08/2014, 07:21

... amazement, the wife gave the salesperson the clothes she had on her arm, and then the salesperson proceeded to go to the back of the department where the dressing rooms were and hung up the clothes ... when they look at them. Then they also have a discussion with the salesperson on how these shoes would look with other clothes. The buyer has started the process of taking...

Ngày tải lên: 10/08/2014, 07:21

... perspective, and close the sales out by keeping the perspective on them. Remember the The Skill of Closing the Deal 2 03 131 34C09.pgs 12/11/02 1:14 PM Page 2 03 212 ProActive Selling Initiate Validate Justify Close Initial ... a salesperson, since by definition, a maybe means the salesperson is not in control of the process. So how can a salesperson control the final...

Ngày tải lên: 10/08/2014, 07:21