[...]... Motivate themselves to call successfully at all levels in the organization • Control the sales process The salesperson who controls the sales process wins • Get rid of maybes in their sales funnel • Learn where to hunt and use their time most effectively • Plan and utilize homework on the sales call • Lower the overall cost of sales • Increase the average selling price per order • Create a powerful sales... 13134C01.pgs 2 12/11/02 1:13 PM Page 2 ProActive Selling If Brad does what the senior vice president wants him to do, he loses control of the sale, which puts him at a disadvantage Remember the Law of Sales Control THE LAW OF SALES CONTROL The buyer is always neutral If you are not in control of the sale, and the buyer is neutral, then someone else is in control, and it is usually the competition (And that competition... in their buying process It happens in one of two ways Either the prospects take ownership of the product/service themselves, or they are induced into taking ownership Either they figure it out on their own, or the salesperson has helped them figure it out The first way is reactive The prospect is reacting to information, and then on his or her own finally gets it The second way is ProActive The salesperson... the deal Keeping in control of the process is the hard part, especially if you do not have the tools to do the job correctly ProActive Selling has 20 sales tools and five sales manager tools that you can use during the sales call to establish, recover from, and maintain control of the sales process These will help you to increase the chances a deal will go your way and minimize the chances you will... maybe The Customer’s Perspective Successful salespeople understand the buyer’s as well as the seller’s perspective They understand that the most critical element in a sale is the prospect, since the prospect is the one who is placing the order, will be using the product/service, and will be paying for it Top salespeople know that the buyer’s perspective is much more important than theirs Otherwise, their... simple sales situations The strategies of a sale can and do change based on what you are selling, usually based on the size of the order and length of the sale cycle The tactics and process of a sale rarely change, regardless of the sale size or length of a sale, since it all involves sales calls, which is what ProActive Selling is here to make you better at Good luck, and learn how to better your sales... with the right place Where should you spend your time wisely? Tool The ProActive Sales Matrix Tool In ProActive Sales Management, we defined the ProActive Sales Matrix for managers We advised managers on where they should spend their time The same concept applies for salespeople because both need to strategize with the same sales vocabulary Salespeople need to prospect, even though it is not at the. .. the salesperson’s lead • Closing at the beginning of the process, not at the end There is no such thing as a great closer, or “great closing skills.” • Having the right tools at the right time for the right call By successfully reading and implementing the tactics and processes in ProActive Selling, salespeople will be able to: • Accomplish more in less time • Be proactive and anticipate the next sales... Page 5 ProActive Selling Having the Right Tools at the Right Time 5 “We have to lead with our value statements, then get into the rest of the presentation.” Have you ever heard anything so one sided? The truth is, the prospect could care less about your value proposition What they care about is their value proposition the value they are supplying to their customers If you take the perspective of the customers... It is their attitude of: • Focusing on how people buy, not how they should sell • Focusing on the buy/sell process, not just the sales process • Looking at the sale as a series of buyer-related steps • Qualifying early in the process and then deciding if the salesperson wants to spend time with an account, rather than hoping the buyer wants to spend time with them • Taking control and having the buyer . process. ProActive Selling has 20 tools for the salesperson to use during the sales call and maintain control of the process. These tools are also the tools the sales manager can use to make sure the. anticipate the next sales step. • Motivate themselves to call successfully at all levels in the organization. • Control the sales process. The salesperson who controls the sales process wins. •. sure the sales- person is really in control of the sale, at the point of attack, the sales call. You can combine the tactics and tools of ProActive Selling with any of the strategic sales methodologies