ProActive Selling, 2nd Edition

CHAPTER 7

Control the Middle and the End

WITH ALL YOUR TRAINING AND EXPERIENCE, you probably do a good job of sales education already. Add the following tools to your toolbox so that you become even better (used for sales education, these three tools will help you stay in control):

Ask ’em/Tell ’em/Ask ’em^Tool

GAP Chart^Tool

SalesMap^Tool

But before we look at these new tools, let’s talk about how you can make educational sales meetings truly ProActive. ...