ProActive Selling Control the Process— Win the Sale phần 9 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 ... in the 90 -day forecast, rather than the 50 to 60 percent ac- curacy they deal with today. 3. Elimination of “maybe” or bad deals early in the cycle. 4. Control of the sa...

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 ... really right the first time? Buyers need to rationalize a purchase before they make a final decision. The ProActive salesperson is aware of this step and uses ProActive tools to...

Ngày tải lên: 10/08/2014, 07:21

... 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...

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 ... 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 th...

Ngày tải lên: 10/08/2014, 07:21

... 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 ... and the buyer says he or she agrees, but How to Begin and End Every Sales Call 99 13134C04.pgs 12/11/02 1:13 PM Page 99 would rather do something else. Then the salesp...

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 ... Macy’s sells clothes, usually discounts, and the sales- person is there to close the sale, but does not work the process. Transfer of ownership does indeed happen even at...

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