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Proactive selling : control the process--win the sale /
Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM,
[2012]
|
| Edición: | Second edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 100 | 1 | |a Miller, William, |d 1955- | |
| 245 | 1 | 0 | |a Proactive selling : |b control the process--win the sale / |c William "Skip" Miller. |
| 246 | 3 | |a Pro active selling | |
| 250 | |a Second edition. | ||
| 264 | 1 | |a New York : |b AMACOM, |c [2012] | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes index. | ||
| 588 | |a Description based on print version record. | ||
| 505 | 0 | |a Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language. | |
| 505 | 8 | |a Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End. | |
| 505 | 8 | |a Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning. | |
| 505 | 8 | |a Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education! | |
| 505 | 8 | |a Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell. | |
| 520 | |a Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling |x Psychological aspects. | |
| 650 | 0 | |a Relationship marketing. | |
| 650 | 0 | |a Purchasing |x Decision making. | |
| 650 | 6 | |a Vente |x Aspect psychologique. | |
| 650 | 6 | |a Marketing relationnel. | |
| 650 | 6 | |a Achat |x Prise de décision. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a Purchasing |x Decision making |2 fast | |
| 650 | 7 | |a Relationship marketing |2 fast | |
| 650 | 7 | |a Selling |x Psychological aspects |2 fast | |
| 776 | 0 | 8 | |i Print version: |t Proactive selling |d New York : AMACOM, c2012. |z 9780814431924 |w (DLC) 2012007679 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780814431924/?ar |z Texto completo (Requiere registro previo con correo institucional) |
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