A handbook for smart selling.
5/5/2003
A great hands-on book on learning how to take charge of the sale, ProActive Selling teaches salespeople to add value for customers by leading them through the buying process and educating them about the value the product or service may bring. Among the lessons for salespeople: how to initiate interest, how to educate consumers and move beyond PowerPoint presentations followed by question-and-answer sessions, and what questions to ask in the final, qualifying stages of the sale. Salespeople benefit when the focus is on how people buy—not on how they themselves sell. This book offers high-level strategies in a step-by-step format.