ProActive Selling: Control the Process--Win the Sale

Very useful. Easy to follow. Well written. Great examples to implement strategies.

Got the job

I have known and worked with the sincerely departed Skip Miller many years ago, he was a one in a million guy who knew what he was talking about. This books is a no frills, no gift of the gab type of sales book, it uses common sense, an fantastic way to open dialogue with customers with practical methods to hold conversations. Skip uses phone and email methods to support ongoing conversations, dialogues and get you to really understand the buyer mindset. He use the 5-Star approach which has never failed me in 10 years of first being introduced to it with Skip directly, and this book develops you as all intelligent sales individual and allows you to hone your skills to build your strengths. This is considered the gold standard in developing sales people, I would definitely suggest you practice the exercises contain in the book such as 20 second and 30 second pitches, summarise bridge pull and trip-tik (idates). Best of luck.

This book is all about your face time with the customer. You know that part of the sales process where we all like to "wing it" where we think that we have enough experience under our belts to just wow that customer with our knowledge, and the wonder why we didn't get the order? Well it's time to clip your wings and get down to business, the business of the sales call the business of proactive selling. This book is all about one thing, one common sense thing and that is thinking like the customer; figuring out what the customer wants and giving it to her. I loved the first edition of this book when it came out ten years ago and I really love this newly revised edition because it lays it all on the line. So many times as a sales consultant I am asked about the actual sales call, what goes on there and how that can be productive. For years I have been telling my clients that if they are serious about sales, they have to pay attention to the actual sales call and so I have recommended this book to them. From talking about the language of value, how to demonstrate the value of your product or services to the customer, to the opening of the sales call; the introduction; controlling the actual meeting; talking about his company's needs rather than your company's products you engage him into wanted to work together to solve his problems. I think the chapter on educating the customer is worth the eighteen bucks this book costs. That chapter alone which covers: * Finding out the real needs and motivation of the prospective customer. * Determining that there is a mutual fit. * Determining why he or she should make a decision to change. * Creating value early. It really lays out what you need to have happen in a productive sales call. I consider Proactive Selling to be one of the most that are critical not only to a new sales person education but also critical for that veteran sales person who needs a tune-up. This is one of those books that need to come out every ten years if not sooner. Buy it, read it and keep it handy.

Great read