ProActive Selling: Control the Process--Win the Sale

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.

I'm starting a new job and was asked to read this book. I was really disappointed that the cover was all messed up. I love fresh new books. I didn't have time to ship it back, I needed to start reading it. What a disappointment.My 2 stars are in reference to the condition of the book not in reference to the content. The book itself is 5 stars!

I have read many books on selling - this one was particularly helpful. I am writing copy for a website selling a service and needed a current viewpoint rather than the old standards, which in my opinion are greatly outdated. I am not going to take the time to go through each chapter and do an editorial review. The viewpoint is fresh and more insightful than the old standards - Zig and such - and really directed me towards a more subtle and thoughtful approach to my copy. I also realized that the approaches outlined would help lead people I deal with in everyday situations to a "yes" when I am negotiating almost anything. HIGHLY recommended.

The book is perfect, like new. I received a week before as mentioned. I really happy with this seller.

Skip Miller has written a very insightful and practical book that give great examples, has great and easy to use tools and really can help anyone become a better salesperson. The book is easy to read and can be reread by topic depending upon where you are in your sales cycle. It is the best sales technique book I have ever read and used in my daily sales steps.

I bought these for an M3 training class Skip led. His principles have worked very well across our entire sales organization (SaaS company). We have bi-weekly Skip Miller training that we have created internally, and we have seen a material lift in terms of high-quality, "above the line" conversations as well as 'unsticking' stalled deals, because, as Skip says, "Yeses are great, Nos are great - the maybes'll kill ya."

Great read

The books was good, it actually gave a bunch of real tools to implement as opposed to just guidance or theory.

This book is quality. When you think you have been on just about every sales training course and read just about every book out there and there is nothing new . . . . READ THIS. It will take you and your team to new levels. It is rammed with real pragmatic tips to help your sales people everyday, and I mean everyday.Good job Skip . . . you have made a huge difference.

Great read, concise and timeless advice.Will be a book that I will re read and study.If you are starting out in sales, this book will give you plenty of kick starts. If you are a seasoned pro, the book will be a refresher.

Idk what I was thinking about

Got the job