Most sales professionals make the mistake of using the same sales
patterns over and over. But since all customers are different, true
pros know they must tailor their methods to the buyer if they want
to make their numbers every year. "ProActive Selling" gives readers
the tools they need to adapt their approach and maintain control at
every stage of the sale. Thoroughly revised and updated, the second
edition shows salespeople how to: - Qualify and disqualify
prospects sooner to focus on the most promising accounts - Examine
buyers' motivations from every angle - Quantify the value
proposition early - Double the number of calls returned from
prospective customers - Appeal to the real decision-makers - Use
technology (e.g. cloud, video, social media, and more) to generate
leads and shorten sales cycles - Increase the effectiveness of
every interaction Featuring dozens of enlightening examples and the
author's 17 exclusive, practical selling tools, "ProActive Selling"
gives sales professionals the edge they need to exceed their
goals--with any company, in any industry.
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