True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year.

Featuring dozens of enlightening examples, this book gives you the tools to adapt your approach with the buyers in mind and maintain control at every stage of the sale.

In ProActive Selling, author William Miller shows salespeople how to:

Qualify and disqualify prospects sooner

Shift their focus to the most promising accounts

Examine buyers' motivations from every angle

Quantify the value proposition early

Double the number of calls returned from prospective customers

Appeal to the real decision-makers

Use technology (e.g. cloud, video, social media, etc) to generate leads and shorten sales cycles

And increase the effectiveness of every interaction

Most sales professionals make the mistake of using the same sales patterns over and over. With an essential understanding about the different needs of customers, this revised and updated second edition of ProActive Selling equips you to succeed with any company, in any industry.