The New Strategic Selling Book

The New Strategic Selling


  • Author : Robert B. Miller
  • Publisher : Grand Central Publishing
  • Release Date : 2008-11-16
  • Genre: Business & Economics
  • Pages : 448
  • ISBN 10 : 0446548782

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The New Strategic Selling Excerpt :

The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

Strategic Selling Book

Strategic Selling


  • Author : Robert Bruce Miller
  • Publisher : Grand Central Publishing
  • Release Date : 1985
  • Genre: Selling
  • Pages : 319
  • ISBN 10 : 0446386278

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Strategic Selling Excerpt :

Strategic Selling Book

Strategic Selling


  • Author : Robert B. Miller
  • Publisher : Unknown
  • Release Date : 1985
  • Genre: Uncategoriezed
  • Pages : 317
  • ISBN 10 : OCLC:1109558601

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Strategic Selling Excerpt :

The New Strategic Selling Book
Score: 5
From 1 Ratings

The New Strategic Selling


  • Author : Robert B. Miller
  • Publisher : Grand Central Publishing
  • Release Date : 2005-04-20
  • Genre: Business & Economics
  • Pages : 448
  • ISBN 10 : 044669519X

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The New Strategic Selling Excerpt :

The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

SPIN    Selling Book
Score: 4
From 3 Ratings

SPIN Selling


  • Author : Neil Rackham
  • Publisher : Routledge
  • Release Date : 2020-04-28
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9781000154573

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SPIN Selling Excerpt :

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Successful Large Account Management Book

Successful Large Account Management


  • Author : Robert Bruce Miller
  • Publisher : Henry Holt
  • Release Date : 1991
  • Genre: Business & Economics
  • Pages : 218
  • ISBN 10 : 0805013040

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Successful Large Account Management Excerpt :

Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

The New Conceptual Selling Book

The New Conceptual Selling


  • Author : Robert B. Miller
  • Publisher : Business Plus
  • Release Date : 2005-04-20
  • Genre: Business & Economics
  • Pages : 386
  • ISBN 10 : 0446695181

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The New Conceptual Selling Excerpt :

The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.

Conceptual Selling Book

Conceptual Selling


  • Author : Robert Bruce Miller
  • Publisher : Henry Holt & Company
  • Release Date : 1987
  • Genre: Selling.
  • Pages : 320
  • ISBN 10 : 0805004106

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Conceptual Selling Excerpt :

Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

The New Conceptual Selling Book

The New Conceptual Selling


  • Author : Robert B. Miller
  • Publisher : Unknown
  • Release Date : 2011
  • Genre: Sales executives
  • Pages : 226
  • ISBN 10 : 0749462914

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The New Conceptual Selling Excerpt :

The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.

Disruptive Selling Book

Disruptive Selling


  • Author : Patrick Maes
  • Publisher : Kogan Page Publishers
  • Release Date : 2018-04-03
  • Genre: Business & Economics
  • Pages : 232
  • ISBN 10 : 9780749482350

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Disruptive Selling Excerpt :

The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. Disruptive Selling helps companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, this book will empower readers to look critically at their organizations and commercial interaction models, and begin their own disruptive selling journeys. It contains a carefully researched, clearly explained framework to disruptive selling, and practical guidelines that will allow readers to get started immediately. Regardless of industry, sector or company-size, Disruptive Selling is the ultimate guide to remaining competitive and adaptive in a continually changing world.

The Challenger Sale Book

The Challenger Sale


  • Author : Matthew Dixon
  • Publisher : Penguin
  • Release Date : 2011-11-10
  • Genre: Business & Economics
  • Pages : 240
  • ISBN 10 : 9781101545898

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The Challenger Sale Excerpt :

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives highe

Advanced Selling Strategies Book
Score: 4
From 7 Ratings

Advanced Selling Strategies


  • Author : Brian Tracy
  • Publisher : Simon and Schuster
  • Release Date : 1996-08-27
  • Genre: Business & Economics
  • Pages : 432
  • ISBN 10 : 9780684824741

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Advanced Selling Strategies Excerpt :

Offering winning techniques for spectacular sales results, the creator of The Psychology of Selling shows readers how to conquer fears, read customers, plan strategically, focus efforts on key emotional elements, and close every sale. 30,000 first printing.

The Psychology of Selling Book
Score: 4
From 4 Ratings

The Psychology of Selling


  • Author : Brian Tracy
  • Publisher : Thomas Nelson Inc
  • Release Date : 2006-06
  • Genre: Business & Economics
  • Pages : 220
  • ISBN 10 : 9780785288060

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The Psychology of Selling Excerpt :

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable self-confidence Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

Sales Growth Book

Sales Growth


  • Author : McKinsey & Company Inc.
  • Publisher : John Wiley & Sons
  • Release Date : 2016-05-11
  • Genre: Business & Economics
  • Pages : 320
  • ISBN 10 : 9781119281085

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Sales Growth Excerpt :

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, La

Winning the Professional Services Sale Book
Score: 2
From 1 Ratings

Winning the Professional Services Sale


  • Author : Michael W. McLaughlin
  • Publisher : John Wiley & Sons
  • Release Date : 2009-08-06
  • Genre: Business & Economics
  • Pages : 240
  • ISBN 10 : 0470522011

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Winning the Professional Services Sale Excerpt :

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.