... amplifier). The contents of the control loop is the subject of the remaining
chapters of Part I.
Chapter 3 The State of the Motor Control Industry
11
The industry has devised several interesting ... disturbances will combine in the worse
possible way, the way that causes the most error. Find the set of feedback gains that will
minimize the maxim...
... Be proactive and anticipate the next sales step.
ã Motivate themselves to call successfully at all levels in
the organization.
ã Control the sales process. The salesperson who controls
the sales ... that
they are out of control of the sales process. Period. That’s worth
saying again. The number one reason a sale is lost is because the
salesperson is not in control of...
...
injected into the ductlpipe
simultaneously with the valve being closed, to obtain additional protection
Dust
explosions: an overview
7
1
On the other hand, maintaining the powdeddust in ... typically in the range
5- 12
bar(g) (see the Appendix, Table
Al).
86
Dust Explosions in the Process Industries
1.4.6
EXPLOSION VENTING
1.4.6.1
What
is
expl...
... had a good meeting today, would you agree?”
2 ProActive Selling
13 134C 01. pgs 12 /11 /02 1: 13 PM Page 2
ProActive Selling
Control the Process—
Win the Sale
William “Skip” Miller
AMACOM
American Management ... 10 Applying the ProActive Selling Process 205
The Buy/Sell Process Reversed 205
The Languages 216
Chapter 11 Managing the ProActive Selling...
... But there’s more. There are three
zones in the ProActive Matrix.
AA
BA
CA
BB
BB
CB
CC
BC
CC
13134C 02. pgs 12/ 11/ 02 1:13 PM Page 26
Do Your Homework Before the Sale 23
not tell anyone what the salesperson ... take the future into account. It does
13134C 02. pgs 12/ 11/ 02 1:13 PM Page 22
Do Your Homework Before the Sale 33
e. all of them, are you kidding, that’s wh...
... other fiduciary measurements.
A vice president is chartered with the health of the business,
50 ProActive Selling
131 34C 03. pgs 12/11/02 1: 13 PM Page 50
40 ProActive Selling
You are placing the ... screeching halt?”
Initiate 63
131 34C 03. pgs 12/11/02 1: 13 PM Page 63
There is a huge push in most sales organizations nowadays to
call higher in the organization. Call at...
... manager. At the vice president or CEO level,
it is all about sales call control, and control of the call is at the be-
ginning and the end: starting off the call in control and directing
the prospect ... or
take the call the next time the salesperson calls because they
have a need or they know what issue will be discussed and they
will not have to listen to a sales pitc...
... alternative in today’s market?”
These are questions we hear all the time, and if they are of interest to
you, please call me back at 800 -55 5 -55 55, and we can provide you with fur-
ther information or answer ... call to keep control every step of the way.
96 ProActive Selling
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Here is what ProActive sales education is.
THE LAW OF PROACTI...
... listen. The ProActive way creates much
more mutual involvement and is under the salesperson’s control.
ProActive sales presentations should accomplish the following:
ã In the beginning, the salesperson ... sense? Has the
salesperson presented these steps to the prospect, and has
the prospect agreed? Does the sales manager have any-
thing to add to the steps the sal...
... for the next step, and the buyer agrees. The salesperson
leaves feeling very good believing he or she is in control. They
are in control, but of the wrong process. They are in control of
the selling ... what they need to know, you have lost control of the sale.
To compound the problem, in the sales presentation the
salesperson is proposing a next step. The buyer...
... amazement, the
wife gave the salesperson the clothes she had on her arm, and then the
salesperson proceeded to go to the back of the department where the
dressing rooms were and hung up the clothes ... different.
180 ProActive Selling
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Most prospects want control, so to take control away from
them, and, in doing so, have them tru...
... a salesperson, since by definition,
a maybe means the salesperson is not in control of the process.
So how can a salesperson control the final step? Just like in
all the other steps. Control the ... and worked the tools in
ProActive Selling to keep in control of the buy/sell process.
ProActive salespeople make sure they:
1. Tell the buyers they did the right th...
... apply them to managing the
ProActive Sales Process.
Tool-Based Selling
As you have read, ProActive Selling has 20 tools that salespeople
must master. The truth is, as in most strategy-based sales ... ending phase of sales call, 115–116
Feature/Benefit/Value Selling tool, 106 108
goal of, 105 , 108
and initial phase of sales call, 109 –112
meaning of, 105
and middle phase...