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Selling. What a profession. Why do so many people love selling so much, whereas others hate even the thought of selling something? What is it about the topic of selling that causes so many mixed emotions? Better yet, why are some people so good at it, and others are always trying to get it right? | PROACTIVE BELLING ki- WILLIAM SKIP MILLER I I CONTROL Ị THE PROCESS- I WIN------ THE SALE ProActive Selling Control the Process Win the Sale William Skip Miller Amacom American Management Association New York Atlanta Brussels Buenos Aires Chicago London Mexico City San Francisco Shanghai Tokyo Toronto Washington D.C. To all who have tried and tried and finally succeeded. You have taken a risk faced fear in the eye and then wondered why you had that fear and what took you so long. To all who have not yet tried. You will face that fear one day. Face it soon decide and move on. Time waits for no one. To those who will never try. Why not Special discounts on bulk quantities of AMACOM books are available to corporations professional associations and other organizations. For details contact Special Sales Department AMACOM a division of American Management Association 1601 Broadway New York NY 10019. Tel. 212-903-8316. Fax 212-903-8083. Web site www.amacombooks.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal accounting or other professional service. If legal advice or other expert assistance is required the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Miller William 1955- Proactive selling control the process win the sale William Skip Miller p. cm. Includes bibliographical references and index. ISBN 0-8144-0764-1 1. Selling Psychological aspects. 2. Relationship marketing. 3. Purchasing Decision making. I. Title. HF5438.8.P75 M554 2002 658.85 dc21 2002014952 2003 William Skip Miller. All rights reserved. Printed in the United States of America. This publication may not be reproduced stored in a retrieval system or transmitted in whole or in part in any form or by any means electronic mechanical photocopying recording or otherwise without the .
