| Preface | p. ix |
| Acknowledgments | p. xvii |
| ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead | p. 1 |
| Tool-Based ProActive Selling | p. 3 |
| The Customer's Perspective | p. 3 |
| What Is a Buy/Sell Process? | p. 5 |
| TOWARDS/AWAYTool | p. 7 |
| Matching the Sell Process to the Buy Process | p. 18 |
| The Length of a Sales Cycle | p. 19 |
| Why Follow a Process? | p. 21 |
| The Buy/Sell Cycle Differences | p. 23 |
| Feature/Benefit/Value Selling vs. Feature/Benefit Selling | p. 24 |
| Feature/Benefit/ValueTool | p. 24 |
| The Split | p. 26 |
| Cause/EffectTool | p. 29 |
| The Language of Value | p. 37 |
| Speak the Right Language | p. 37 |
| Three LanguagesTool | p. 38 |
| The Five Ways of Creating Value | p. 46 |
| ValueStarTool | p. 47 |
| TimeZonesTool | p. 51 |
| Initiate | p. 61 |
| Goals of Initiate | p. 62 |
| Homework Before the Sale | p. 65 |
| Initial Sales Calls: Overcoming the Fear of Prospecting | p. 66 |
| The Prospector's Perspective | p. 69 |
| The Prospect's Perspective-Something to Keep in Mind | p. 71 |
| How to Begin and End Every Sales Call | p. 73 |
| Introduce Yourself-The Beginning | p. 74 |
| The 30-Second SpeechTool | p. 75 |
| FlipTool | p. 82 |
| Introduce Your Product/Service-The Middle | p. 86 |
| Do We Continue on Through a Buy/Sell Process?-The End | p. 86 |
| Summarize, Bridge, and PullTool | p. 86 |
| Additional Sales Call Introductions | p. 93 |
| Voice Mail | p. 83 |
| 20-Second Help SpeechTool | p. 94 |
| 20-Second Pattern Interrupt SpeechTool | p. 96 |
| E-Mails | p. 97 |
| Beyond the First Call | p. 100 |
| 30-Second Speech: Second Call and BeyondTool | p. 100 |
| Control the Middle and the End | p. 105 |
| Turn Sales Education into ProActive Sales Presentations | p. 105 |
| Ask 'em/Tell 'em/Ask 'emTool' | p. 112 |
| It's All About ME! | p. 115 |
| The Danger in the Unspoken Feature | p. 116 |
| The Right Order | p. 116 |
| GAP ChartTool | p. 118 |
| Road Map to the Deal | p. 121 |
| SalesMapTool | p. 121 |
| Educate the Customer Using Two-Way Learning | p. 127 |
| Creating Value Early | p. 129 |
| Getting Their Attention | p. 130 |
| Selling Solutions and Finding Trains | p. 131 |
| Solution BoxTool | p. 131 |
| Finding TrainsTool | p. 134 |
| Qualify: Not a Phase but a Process | p. 139 |
| Qualification and Disqualification Skills | p. 139 |
| How You Should Spend Your Time | p. 140 |
| Qualifying Goals | p. 141 |
| MMM: The Qualification Process | p. 142 |
| The Seven Questions | p. 142 |
| Implementation DateTool | p. 146 |
| BBB-Buyers Buy BackwardsTool | p. 155 |
| PPPIITool | p. 158 |
| Three Levels of WhyTool | p. 170 |
| MMM: The Seven Questions Reviewed | p. 174 |
| Validate | p. 177 |
| The ProActive Initiation of Transfer of Ownership | p. 178 |
| It's Validation, Not Education! | p. 180 |
| Let the Buyer Drive: ProActively Inducing the Transfer of Ownership | p. 182 |
| TimeDemoTool | p. 185 |
| Homework Assignments | p. 190 |
| Gives/GetsTool | p. 191 |
| Justify | p. 193 |
| Reasons for Justification: Institutional and Individual | p. 194 |
| Helping the Customer Justify | p. 195 |
| The Implementation PlanTool | p. 195 |
| The Drop/Push/PullTool | p. 199 |
| CliffDiveTool | p. 200 |
| STT-Short-Term TransferTool | p. 202 |
| The Skill of Closing the Deal | p. 205 |
| What Is a Close? | p. 205 |
| Defining the Process | p. 206 |
| Use the Tools | p. 207 |
| The Real Art of Closing Is in the Definition: Think Like a Buyer | p. 211 |
| Celebrate Success | p. 212 |
| Using Technology to Sell | p. 213 |
| Sales Touches | p. 214 |
| Social Media: Getting Involved | p. 215 |
| Technology Trends | p. 217 |
| Applying the ProActive Selling Process | p. 219 |
| Implementing the New Rules | p. 219 |
| The Three Languages | p. 225 |
| The Final Word | p. 228 |
| Appendix: ProActive Selling Tools | p. 231 |
| Index | p. 233 |
| Table of Contents provided by Ingram. All Rights Reserved. |
