ProActive Selling Control the Process— Win the Sale phần 4 pot

... loses control of the sale, which puts him at a disadvan- tage. Remember the Law of Sales Control. THE LAW OF SALES CONTROL The buyer is always neutral. If you are not in control of the sale, and the ... Be proactive and anticipate the next sales step. • Motivate themselves to call successfully at all levels in the organization. • Control the sales process. The...

Ngày tải lên: 28/06/2014, 22:20

... maintain control of the process. These tools are also the tools the sales manager can use to make sure the sales- person is really in control of the sale, at the point of attack, the sales call. You ... Be proactive and anticipate the next sales step. • Motivate themselves to call successfully at all levels in the organization. • Control the sales process. The s...

Ngày tải lên: 10/08/2014, 07:21

... process. Matching the Sell Process to the Buy Process Throughout ProActive Selling, you will use the buy process, match it to the sell process, and see how you can always be in control of the sale. Own the ... experience, or their final rationalization. 14 ProActive Selling 13134C01.pgs 12/11/02 1:13 PM Page 14 take. If you work a sale this way, you are a ProActiv...

Ngày tải lên: 10/08/2014, 07:21

... homework, is the key to success—in sports, music, and in almost everything you do. It is especially true in sales. The ProActive sales person wins period. Do Your Homework Before the Sale 41 13134C02.pgs ... other fiduciary measurements. A vice president is chartered with the health of the business, 50 ProActive Selling 13134C03.pgs 12/11/02 1:13 PM Page 50 40 ProActive...

Ngày tải lên: 10/08/2014, 07:21

... manager. At the vice president or CEO level, it is all about sales call control, and control of the call is at the be- ginning and the end: starting off the call in control and directing the prospect ... or take the call the next time the salesperson calls because they have a need or they know what issue will be discussed and they will not have to listen to a sales pitc...

Ngày tải lên: 10/08/2014, 07:21

... call to keep control every step of the way. 96 ProActive Selling 13134C 04. pgs 12/11/02 1:13 PM Page 96 Here is what ProActive sales education is. THE LAW OF PROACTIVE SALES EDUCATION Sales Education ... Mary by the end of the week. Let’s then get back together, discuss the findings of that conversation, and then you and I can decide whether we should go 100 ProActive...

Ngày tải lên: 10/08/2014, 07:21

... listen. The ProActive way creates much more mutual involvement and is under the salesperson’s control. ProActive sales presentations should accomplish the following: • In the beginning, the salesperson ... sense? Has the salesperson presented these steps to the prospect, and has the prospect agreed? Does the sales manager have any- thing to add to the steps the sal...

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

... 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 step? Just like in all the other steps. Control the ... and worked the tools in ProActive Selling to keep in control of the buy/sell process. ProActive salespeople make sure they: 1. Tell the buyers they did the right th...

Ngày tải lên: 10/08/2014, 07:21