基本信息出版社：AMACOM
页码：240 页
出版日期：2007年01月
ISBN：0814474004
International Standard Book Number：0814474004
条形码：9780814474006
EAN：9780814474006
装帧：精装
正文语种：英语

内容简介 Most sales professionals tend to rely on just a few basic strategies.
Actually, there are a range of proven techniques that can boost their business: the trick is
knowing how and when to use them. This book contains fifteen powerful, effective tools
for use in prospecting, educating the client, and closing. From a ?next-step? mechanism
for identifying the best move to make, to the ?BuyThink? process used to help get the
buyer involved, the book shows readers how to:

* be prepared

* get buyers to call them back

* ask the right questions quickly to open the door to larger sales

* use all their skills, not just the ones they think they?re good at

* talk effectively to the real decision-makers

* and much more

Each chapter introduces a different tool, giving examples of how to use it, as well as a
unique visual exercise to help readers remember it when on a sales call. Packed with
ready-to-use techniques, Ultimate Sales Tool Kit provides a potent energy boost for sales
professionals eager to improve their bottom lines.
作者简介 William "Skip" Miller (Los Gatos, CA) is president of M3 Learning, a
sales and management development company, and an instructor for numerous AMA sales
management training programs. He is the author or co-author of books including
ProActive Selling, ProActive Sales Management, and Knock Your Socks Off
Prospecting.
专业书评

"""Skip Miller rocks! His ProActive Selling strategies and tools are extremely effective in today's real world selling."" -- Dave Berman, WW Sales VP, WebEx

""Skip and his tools have changed the way my sales team interacts with our accounts -- the relationships are at higher levels, deeper/stronger, and more collaborative. These tools have transformed the way my team communicates at every level in the account and has given the team a framework with which to effectively engage, qualify, and close business."" -- Colette Bunton, VP Sales, Logitech

""Skip Miller has put it all together...his system works and can change your life and the careers of those around you."" -- Dale Green, SVP, American Standard/Trane

""Skip, you are doing a disservice to what you have created. These are not tools; these are game-changing weapons."" -- Mike Heylmun Vice President, Sales, Cosentino USA

""We thought that our sales cycle was unique, our product different than other industries, and that no one would understand our situation. Skip was able to show us that through best practices we could sell higher in an organization and make our sales pipeline more reliable. I highly recommend his system."" -- Dana Batholomew, Jr., Sales Vice President, Slade Gordon Fish Company

""The SAGE Group has implemented many of the tools in Skip Miller’s ‘tool kit.’ That has accelerated the value of our clients’ position in the marketplace."" -- Ron Worman, Managing Partner, The SAGE Group

""These tools have helped our sales force really understand where to spend their time most effectively and understand how they can be in control of the sales process."" -- Lynn Pillar, President, O’Conner"