ProActive Selling Control the Process— Win the Sale phần 8 docx

... molecules. In the first case there will be no need for the coupling theory, because what is measured in the left-hand box is per definition what happens in the box to the right. In the second ... determined by the self-induction of the system, and the current. In other situations the spark arises from capacitive discharge from non-earthed electrically conductive bodies....

Ngày tải lên: 08/08/2014, 13:20

... 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...

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

... 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. If the investment and risk ... 34 28 ProActive Selling The RedZone The RedZone is where the action is. This is where the key, large deals are going to happen. Salespeople are typically calling on the A...

Ngày tải lên: 10/08/2014, 07:21

... this, they must get a return on all the investments they make. 58 ProActive Selling Risk ROI Brand Motivation Time Figure 3-7. The ProActive Value Star 13134C03.pgs 12/11/02 1:13 PM Page 58 In ... 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 im...

Ngày tải lên: 10/08/2014, 07:21

... 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...

Ngày tải lên: 10/08/2014, 07:21

... 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 2. The Middle: Them Then ... 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 E...

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

... for the next step, and the buyer agrees. The salesperson leaves feeling very good believing he or she is in control. They are in control, but of the wrong process. They are in control of the selling ... 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...

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 ... different. 180 ProActive Selling 13134C07.pgs 12/11/02 1:13 PM Page 180 Most prospects want control, so to take control away from them, and, in doing so, have them trus...

Ngày tải lên: 10/08/2014, 07:21