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
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.
"B2B salespeople can definitely benefit from this book...
especially useful for salespeople who sell to executives and other
C-suite types." --About.com/Sales
"If you want to be a top producer, buy the book, read it many times
and do not let it out of your sight." --Knights on the Road
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