Proactive Selling. Control the Process – Win the Sale: second edition. William “Skip” Miller.
Proactive Selling. Control the Process – Win the Sale: second edition. William “Skip” Miller.2012 ISBN 9780814431924. The first edition was put out 10 years ago and it was very good. This is now a very up to date and more valuable book for salespeople and sales managers. I know this stuff works and will work for many more years. I took my time reading it as each page contained such nuggets that fit into a very coherent whole. One metaphor sticks out. There are three languages spoken in any business. The user speaks Spanish, their managers/VPs speak Russian and the C level speaks Greek. A sales person must be fluent in all the business languages if they are going to sell beyond price. If you want to be a top producer, buy the book, read it many times and do not let it out of your sight.
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