ProActive Selling, 2nd Edition

Appendix: ProActive Selling Tools

Here are the tools in a single-page format. Copy this page and put it up in your office. It will remind you of what you should be preparing for on every call.

Ask ’em/Tell ’em/Ask ’em^Tool (Chapter 7)

BBB—Buyers Buy Backwards^Tool (Chapter 9)

Cause/Effect^Tool (Chapter 2)

CliffDive^Tool (Chapter 11)

Drop/Pull/Push^Tool (Chapter 11)

Feature/Benefit/Value^Tool (Chapter 2)

Finding Trains^Tool (Chapter 8)

Flip^Tool (Chapter 5)

GAP Chart^Tool (Chapter 7)

Gives/Gets^Tool (Chapter 10)

Implementation Date^Tool (Chapter 9)

Implementation Plan^Tool (Chapter 11)

PPPII^Tool (Chapter 9)

SalesMap^Tool (Chapter 7)

Summarize, Bridge, Pull^Tool (Chapter 5)

Solution Box^Tool (Chapter 8)

STT—Short-Term Transfer^Tool (Chapter 11)

30-Second Speech ...