Proactive Selling : ControlTheProcess, Win The Sale
| Main Author: | William "Skip Miller |
|---|---|
| Published: |
New York, NY:
American Management Association,
c2003.
|
| Subjects: |
Table of Contents:
- Proactive selling : having the right tools at the right time to be a step ahead
- Homework before the sale
- Initiate
- How to begin and end every sales call
- Educate the customer using two-way learning
- Qualify : not a phrase, but a process
- Validate
- Justify
- The skill of closing the deal
- Applying the proactive selling process
- Managing the proactive selling process