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