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Title: Proactive Selling: Control the Process-Win the Sale by William ""Skip" Miller ISBN: 0-8144-0764-1 Publisher: AMACOM Pub. Date: 10 February, 2003 Format: Paperback Volumes: 1 List Price(USD): $17.95 |
Average Customer Rating: 5 (4 reviews)
Rating: 5
Summary: Welcome to Success
Comment: I gave a copy to everyone in my sales organization and we have discussed it as a team and individually, using Skip's knowledge as our "language"..."Sellers sell forwards, buyers buy backwards".... In the past two years since implementing this, 80% of my regional sales people have made the 'club' trip each year.
Rating: 5
Summary: Single Best Sales Book!
Comment: I loved this book! As a sales professional now in sales management, I bought a copy for everyone on my team. It's a must read for new and veteran sales reps.
I especially appreciate the "tool" approach to selling. It let's me focus on the areas I know I need to improve my team's game. The author's use of stories and examples makes it very easy to implement the ideas presented.
I'd highly recommend it to anyone serious in furthering their own sales career.
Rating: 5
Summary: A diamond in the rough!
Comment: Understanding the sales process is one that is explained in everyway, shape, and form.......however, ProActive Selling gives you another perspective - - the buyer's. This book shows me how buyers buy and allows me to remain 1 step ahead in the sales process, so to "pull" my customer rather than "push". How to start a meeting (30 second speech) and how to end a meeting (summarize, bridge, and pull) have been the cornerstone to my immediate success! Every tool is easy to understand and can be utilized in every sales situation, no matter if your entry level or a veteran salesperson.
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Title: Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William Skip Miller ISBN: 0814405452 Publisher: AMACOM Pub. Date: January, 2001 List Price(USD): $24.95 |
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Title: 10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count by Dave J. Kahle ISBN: 1564146308 Publisher: Career Press Pub. Date: December, 2002 List Price(USD): $14.99 |
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Title: Mastering the Complex Sale: How to Compete and Win When the Stakes are High! by Jeff Thull ISBN: 0471431516 Publisher: John Wiley & Sons Pub. Date: 02 May, 2003 List Price(USD): $24.95 |
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Title: Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson ISBN: 0070523827 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1996 List Price(USD): $19.95 |
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Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
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