Proactive selling: control the process--win the sale
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York
AMACOM
©2012
|
| Ausgabe: | 2nd ed |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Beschreibung: | Includes bibliographical references and index Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer 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 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 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 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! 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 |
| Beschreibung: | 1 Online-Ressource (pages cm) |
| ISBN: | 0814431925 9780814431924 9780814431962 0814431968 |
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| 245 | 1 | 0 | |a Proactive selling |b control the process--win the sale |c William "Skip" Miller |
| 246 | 1 | 3 | |a Pro active selling |
| 250 | |a 2nd ed | ||
| 264 | 1 | |a New York |b AMACOM |c ©2012 | |
| 300 | |a 1 Online-Ressource (pages cm) | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index | ||
| 500 | |a Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer | ||
| 500 | |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 | ||
| 500 | |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 | ||
| 500 | |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 | ||
| 500 | |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! | ||
| 500 | |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 | ||
| 650 | 7 | |a BUSINESS & ECONOMICS / Distribution |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Marketing / General |2 bisacsh | |
| 650 | 7 | |a Purchasing / Decision making |2 fast | |
| 650 | 7 | |a Relationship marketing |2 fast | |
| 650 | 7 | |a Selling / Psychological aspects |2 fast | |
| 650 | 4 | |a Psychologie | |
| 650 | 4 | |a Wirtschaft | |
| 650 | 4 | |a Selling |x Psychological aspects | |
| 650 | 4 | |a Relationship marketing | |
| 650 | 4 | |a Purchasing |x Decision making | |
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Datensatz im Suchindex
| _version_ | 1804174956984008704 |
|---|---|
| any_adam_object | |
| author | Miller, William |
| author_facet | Miller, William |
| author_role | aut |
| author_sort | Miller, William |
| author_variant | w m wm |
| building | Verbundindex |
| bvnumber | BV042743663 |
| collection | ZDB-4-EBU ZDB-4-NLEBK |
| ctrlnum | (OCoLC)809977212 (DE-599)BVBBV042743663 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 2nd ed |
| format | Electronic eBook |
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| id | DE-604.BV042743663 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:08:38Z |
| institution | BVB |
| isbn | 0814431925 9780814431924 9780814431962 0814431968 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-028174532 |
| oclc_num | 809977212 |
| open_access_boolean | |
| physical | 1 Online-Ressource (pages cm) |
| psigel | ZDB-4-EBU ZDB-4-NLEBK FLA_PDA_EBU |
| publishDate | 2012 |
| publishDateSearch | 2012 |
| publishDateSort | 2012 |
| publisher | AMACOM |
| record_format | marc |
| spelling | Miller, William Verfasser aut Proactive selling control the process--win the sale William "Skip" Miller Pro active selling 2nd ed New York AMACOM ©2012 1 Online-Ressource (pages cm) txt rdacontent c rdamedia cr rdacarrier Includes bibliographical references and index Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer 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 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 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 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! 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 BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Purchasing / Decision making fast Relationship marketing fast Selling / Psychological aspects fast Psychologie Wirtschaft Selling Psychological aspects Relationship marketing Purchasing Decision making http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=476245 Aggregator Volltext |
| spellingShingle | Miller, William Proactive selling control the process--win the sale BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Purchasing / Decision making fast Relationship marketing fast Selling / Psychological aspects fast Psychologie Wirtschaft Selling Psychological aspects Relationship marketing Purchasing Decision making |
| title | Proactive selling control the process--win the sale |
| title_alt | Pro active selling |
| title_auth | Proactive selling control the process--win the sale |
| title_exact_search | Proactive selling control the process--win the sale |
| title_full | Proactive selling control the process--win the sale William "Skip" Miller |
| title_fullStr | Proactive selling control the process--win the sale William "Skip" Miller |
| title_full_unstemmed | Proactive selling control the process--win the sale William "Skip" Miller |
| title_short | Proactive selling |
| title_sort | proactive selling control the process win the sale |
| title_sub | control the process--win the sale |
| topic | BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Purchasing / Decision making fast Relationship marketing fast Selling / Psychological aspects fast Psychologie Wirtschaft Selling Psychological aspects Relationship marketing Purchasing Decision making |
| topic_facet | BUSINESS & ECONOMICS / Distribution BUSINESS & ECONOMICS / Marketing / General Purchasing / Decision making Relationship marketing Selling / Psychological aspects Psychologie Wirtschaft Selling Psychological aspects Purchasing Decision making |
| url | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=476245 |
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