Miller Heiman
3 total works
The New Strategic Selling
by Robert B Miller, Stephen E Heiman, and Tad Tuleja
Published 1 January 1998
`Efficient, professional... the finest high-level training programme I have ever seen... a mini-MBA in how to sell national accounts.`
Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company
`Even more timely and effective today than when we first adopted it in 1986.`
Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company
The book that sparked a selling revolution...
In 1985 one book changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", Strategic Selling (R) 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 to turn Miller Heiman, the small company that created Strategic Selling (R), into a global leader in sales and development with the most prestigious client list in the industry.
The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.
Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company
`Even more timely and effective today than when we first adopted it in 1986.`
Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company
The book that sparked a selling revolution...
In 1985 one book changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", Strategic Selling (R) 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 to turn Miller Heiman, the small company that created Strategic Selling (R), into a global leader in sales and development with the most prestigious client list in the industry.
The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.
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.
This volume describes new sales strategies devised by Miller Heiman Inc, . American sales training and consulting organization. Their system concentrates on revitalizing sales by focusing the entire organization on growing revenue and serving customers better. With examples from the world's best companies, it illustrates the benefits of this cross-functioning approach. There are case studies from other major companies, including Procter & Gamble, General Motors and Hewlett Packard