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Review: ˜Winning business in today`s selling environment means you are customer-obsessed. A salesperson must be an expert in their customers` business to develop a high degree of credibility and true differentiation. Conceptual Selling helps salespeople make every customer interaction count toward reveling why customers are really buying and what you need to do to win their business.`
“Sam Reese, President and CEO Miller Heiman
˜To win business in today`s selling environment, how we communicate with our customers and truly understand their issues has never been more important. Conceptual Selling has given us a framework, for planning and working through critical sales meetings and helping us differentiates ourselves from our competitors.`
“ Ian Taylor, Head of Strategy, Sales Support and Portfolio, North West Europe, Simens IT Solutions and Services Ltd.
Description: The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that broke down the boundaries of traditional product-pitch selling.
Based on the world-renowned Miller Heiman sales training programme, The New Conceptual Selling is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to your customer and identifying their ˜Concept`, it will teach you how to
¢ identify your customer`s real needs
¢ tailor every sale you make to one specific client
¢ earn and maintain your credibility.
The New Conceptual Selling shows why Miller Heiman has become the world`s most respected name in sales development with a client list that includes some of the world`s top companies.
Contents: Introduction: Two people speaking ¢ Part One: ˜No sell` selling ¢ Why our customers really buy ¢ How your customers make buying decisions ¢ What we`re striving for: Win-Win ¢ Life beyond the product pitch ¢ Part Two: Getting started: four questions to ask yourself before you make the call ¢ Why am i here? ¢ What do I Want the customers to do? ¢ Why should the customer see me? ¢ Do I have credibility? ¢ Part Three: The sales call: getting Information ¢ Learning to listen ¢ The five questions types ¢ Establishing superb communication ¢ Part Four: The sales call: giving information ¢ The importance of differentiation ¢ Using the joint venture approach ¢ Part Five: The sales call: getting commitment ¢ Beyond the chumming exercise ¢ Don`t call them objections ¢ Part Six: Assessment: zero hour - and beyond ¢ Pre-call planning and rehersal ¢ Assessing the call ¢ Selling beyond the close ¢ The questioning process revisited: counting the dialogue with our customers ¢ Index.
About the Authors: Robert B Miller brings almost forty years of experience in sales, consulting, and executing management to help clients succeed in sales arena. As a recognized expert in complex management, he is the co-author of three best-selling business books - Strategic Selling (1985), Conceptual Selling (1987), and Successful large Account Management (1991) - which have been translated into seven languages. He is also the co-author of a forth book, The 5 paths to Persuasion, published in 2004. He has built and managed several sales forces at national and international levels.
In early 1970s Miller developed the Strategic Selling programmes that be later incorporated into Miller Heiman, Inc. Prior to Miller Heiman Bob was Vice-President and General Manager of North American Operations for Kepner-Tregoe, Inc., a strategic consulting organization based in Princeton, New Jersey.
Stephen E Heiman rose in nineteen years from the level of National Account Slaesman for IBM (where he increased sales in all product areas by more than 35 per cent and was in the top 5 per cent for total sales and percentage quota) to Director of marketing at Kepner-Tregoe, to Executive Vice-President of North American van Lines. There he operated as General Manager of the $150 million Household Goods Division and, with full P&L responsibility, increased sales and profits by 36 percent in four years` time. In 1978 he joined Robert Miller as co-principal and full partner in what became Miller Heiman, Inc.
Tad Tuleja, the author of thirty-two books, Tad Tuleja has been associated with Miller Heiman Since 1985, when he collaborated on its first best-seller, Strategic Selling. Since then he has written three other Miller Heiman books, edited the company newsletter, Bestfew, and - from 1997 to 2003 - worked in marketing communications at Siebel Systems. Educated at Yale, Cornell, Sussex, and the University of Texas - from which he holds a PhD in anthropology - Tuleja directed the University of Massachusetts School of Management writing programme for four years. He has also taught at Baylor, Willamette, Colby, and Harvard, which awarded him a certificate of Distinction in teaching. He currently teaches expository writing at the University of Oklahoma
Target Audience: Sales Professionals.
Special prices are applicable to the authorised sales territory only.
Prices are subject to change without prior notice.
ISBN 9780749462918
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Pages : 238
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