ProActive Selling

William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley.  Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.

• 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/AWAYTool 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/ValueTool The Split Cause/EffectTool Chapter 3: The Language of Value Speak the Right Language Three LanguagesTool The Five Ways of Creating Value ValueStarTool TimeZonesTool 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 SpeechTool FlipTool Goal 2: Introduce Your Product/Service—The Middle Goal 3: Do We Continue on Through a Buy/Sell Process?—The End Summarize, Bridge, and PullTool Chapter 6: Additional Sales Call Introductions Voice Mail 20-Second Help SpeechTool 20-Second Pattern Interrupt SpeechTool E-Mails Beyond the First Call 30-Second Speech: Second Call and BeyondTool Chapter 7: Control the Middle and the End Turn Sales Education into ProActive Sales Presentations Ask ’em/Tell ’em/Ask ’emTool It’s All About ME! The Danger in the Unspoken Feature The Right Order GAP ChartTool Road Map to the Deal SalesMapTool Chapter 8: Educate the Customer Using Two-Way Learning Creating Value Early Getting Their Attention Selling Solutions and Finding Trains Solution BoxTool Finding TrainsTool 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 DateTool BBB—Buyers Buy BackwardsTool PPPIITool Three Levels of WhyTool 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 Ownership TimeDemoTool Homework Assignments Gives/GetsTool Chapter 11: Justify Reasons for Justification: Institutional and Individual Helping the Customer Justify The Implementation PlanTool The Drop/Push/PullTool CliffDiveTool STT—Short-Term TransferTool 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 Sales Touches Social Media: Getting Involved Technology Trends Chapter 14: Applying the ProActive Selling Process Implementing the New Rules The Three Languages The Final Word Appendix: ProActive Selling Tools Index