The New Strategic Selling

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

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

• Author : Robert Bruce Miller
• Publisher : Grand Central Publishing
• Release Date : 1985
• Genre: Selling
• Pages : 324
• ISBN 10 : 0446386278

Strategic Selling

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

Conceptual Selling

• Author : Robert Bruce Miller
• Publisher : Grand Central Publishing
• Release Date : 1989
• Genre: Selling
• Pages : 324
• ISBN 10 : 0446389064

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

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

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.

Successful Large Account Management

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

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

SPIN Selling

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

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.

The New Conceptual Selling

• Author : Robert B. Miller
• Publisher : Unknown
• Release Date : 2011
• Genre: Sales executives
• Pages : 0
• ISBN 10 : 0749462914

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.

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

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.

Disruptive Selling

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

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.

Advanced Selling Strategies

• Author : Brian Tracy
• Publisher : Simon and Schuster
• Release Date : 1996-08-27
• Genre: Business & Economics
• Pages : 438
• ISBN 10 : 9780684824741

Presents techniques for successful sales results, offering listeners tips on how to conquer fears, read customers, plan strategically, focus efforts on key emotional elements, and close every sale.

Secrets of Question Based Selling

• Author : Thomas Freese
• Publisher : Sourcebooks, Inc.
• Release Date : 2013-11-05
• Genre: Business & Economics
• Pages : 352
• ISBN 10 : 9781402287534

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Strategy That Works

• Author : Paul Leinwand
• Publisher : Harvard Business Review Press
• Release Date : 2016-01-12
• Genre: Business & Economics
• Pages : 288
• ISBN 10 : 9781625275219

How to close the gap between strategy and execution Two-thirds of executives say their organizations don’t have the capabilities to support their strategy. In Strategy That Works, Paul Leinwand and Cesare Mainardi explain why. They identify conventional business practices that unintentionally create a gap between strategy and execution. And they show how some of the best companies in the world consistently leap ahead of their competitors. Based on new research, the authors reveal five practices for connecting strategy and execution used by highly successful enterprises such as IKEA, Natura, Danaher, Haier, and Lego. These companies: • Commit to what they do best instead of chasing multiple opportunities • Build their own unique winning capabilities instead of copying others • Put their culture to work instead of struggling to change it • Invest where it matters instead of going lean across the board • Shape the future instead of reacting to it Packed with tools you can use for building these five practices into your organization and supported by in-depth profiles of companies that are known for making their strategy work, this is your guide for reconnecting strategy to execution.

Strengths Based Selling

• Author : Tony Rutigliano
• Publisher : Simon and Schuster
• Release Date : 2011-03
• Genre: Business & Economics
• Pages : 224
• ISBN 10 : 9781595620484

Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test.

The Psychology of Selling

• Author : Brian Tracy
• Publisher : Thomas Nelson Inc
• Release Date : 2006-06-20
• Genre: Selling
• Pages : 240
• ISBN 10 : 9780785288060

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.