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.

Miller, William

William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley. Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.