Item #:
4238458
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
85% of respondents would recommend this to a friend
Item #:
4238458
SHP 30
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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.
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What Stands Out
Proven Methodology
This book presents a time-tested sales strategy used by top companies worldwide, ensuring readers learn effective techniques for nurturing client relationships and closing deals successfully.
Comprehensive Framework
Offers a detailed framework for understanding the complexities of sales processes, equipping sales professionals with tools to tackle various selling scenarios and overcome customer objections efficiently.
Illustrated Guidance
The illustrated format enhances understanding and retention of key concepts, making it easier for readers to apply strategies in real-world situations, thus boosting their sales performance.
Product Details
- 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.
| Publisher | Grand Central Publishing |
| Publication date | April 20, 2005 |
| Edition | Revised |
| Language | English |
| Print length | 448 pages |
| ISBN-10 | 044669519X |
| ISBN-13 | 978-0446695190 |
| Item Weight | 2.31 pounds (1.05 kg) |
| Dimensions | 5.3 x 1.4 x 8.05 inches (13.5 x 3.6 x 20.4 cm) |
Who Should Buy?
-
Sales Professionals
Ideal for sales executives seeking proven techniques to improve their selling strategies and close more deals.
-
Business Leaders
Useful for managers looking to develop a strategic approach to sales within their organizations to drive revenue.
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Marketing Teams
Beneficial for marketers wanting to align their efforts with sales strategies to enhance overall business performance.
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Casual Readers
Not suitable for casual readers seeking light, entertaining content rather than focused sales strategies and techniques.
Product Description
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SHP 30
Order now and get it around Tuesday, October 06
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Features & Benefits
- Presented the concept of Win-Win selling
- Identifies the four decision makers in a corporate setting
- Provides strategies to prevent sabotage by internal deal-killers
- Offers tips on making senior executives eager to meet
- Teaches how to avoid regrettable business closures
- Guidance on managing territories for consistent revenue
- Avoiding common mistakes when dealing with competitors
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