ProActive Selling Control the Process— Win the Sale phần 6 ppt
ProActive Selling Control the Process— Win the Sale William “Skip” Miller docx
... 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 ... that
they are out of control of the sales process. Period. That’s worth
saying again. The number one reason a sale is lost is because the
salesperson is not in control of...
ProActive Selling Control the Process— Win the Sale phần 1 ppsx
... 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...
ProActive Selling Control the Process— Win the Sale phần 2 pdf
... is for selling purposes, we will call the
phases by their selling names, but the buying names are just as
applicable.
16 ProActive Selling
13134C01.pgs 12/11/02 1:13 PM Page 16
Sometimes the buyer ... issues determined by both the buyer and the seller. Sales
competencies, however, stem from the salesperson and are
therefore an area salespeople have in their control.
I...
ProActive Selling Control the Process— Win the Sale phần 3 potx
... a
difference. The better a salesperson is in setting up the sale cor-
rectly, the better qualified and cleaner the deal is. Therefore,
generating initial interest is a very important step in every sale.
The ... greedy. They want even more than just the amount of money
they are “giving” you. They want more than their original in-
vestment back. They want two to three times the...
ProActive Selling Control the Process— Win the Sale phần 4 pot
... 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 goal that
usually gets the ... Because they
focus on WIIFM questions, which interest the prospect, since
they have questions they want answers to, so they call back or
take the call the next time the salesperso...
ProActive Selling Control the Process— Win the Sale phần 5 ppsx
... call to keep control every step of the way.
96 ProActive Selling
13134C04.pgs 12/11/02 1:13 PM Page 96
Here is what ProActive sales education is.
THE LAW OF PROACTIVE SALES EDUCATION
Sales Education ... about
them.
There are three parts of a sales presentation that need to be
addressed to make a sales education presentation ProActive.
1. The Beginning: Setting the Stage...
ProActive Selling Control the Process— Win the Sale phần 6 ppt
... 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...
ProActive Selling Control the Process— Win the Sale phần 7 ppt
... 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...
ProActive Selling Control the Process— Win the Sale phần 8 docx
... 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 ... percent
chance of winning the sale. Control the process, and you will
166 ProActive Selling
13134C 06. pgs 12/11/02 1:13 PM Page 166
Now is the time to slow down....
ProActive Selling Control the Process— Win the Sale phần 9 docx
... 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...