The New Conceptual Selling

Name: The New Conceptual Selling
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SKU: 9780749462918
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The Consultative Communication Process for Solution-led Selling

By Stephen E Heiman

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Summary

The New Conceptual Selling by Stephen E. Heiman is a transformative guide that focuses on understanding and improving the sales process. This book encourages sales professionals to engage in strategic thinking, addressing unique customer needs and fostering meaningful communication. By integrating innovative techniques and a customer-focused approach, it redefines how sales interactions are structured and executed.
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Format: Paperback / softback

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This book may appeal to you if you're looking to improve your sales strategy by understanding and addressing customer needs more effectively. It offers practical, customer-focused concepts that can enhance the way you build and maintain successful client relationships. Perfect for those seeking a modern approach to sales that prioritises collaboration and mutual benefit.

Identify customer needs, tailor each sale to a particular client and earn and maintain credibility with this guide.

Shows how to master the art of 'no-sell' selling Helps sales teams prepare effectively for calling Provides tips on how to get the best possible information from a sales call

Description

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.

Book Details

INFORMATION

ISBN: 9780749462918

Publisher: Kogan Page Ltd

Format: Paperback / softback

Date Published: 03 June 2011

Country: United Kingdom

Imprint: Kogan Page Ltd

Edition: 2nd Revised edition

Audience: General / adult

DIMENSIONS

Spine width: 14.0mm

Width: 159.0mm

Height: 235.0mm

Weight: 375g

Pages: 240

Collections

Business & Entrepreneurship Marketing & Sales Non-Fiction Stephen E Heiman

About the Author

Robert B Miller of Miller Heiman, is a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is a professional writer at Miller Heiman. They are also the authors of the bestselling The New Strategic Selling.

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The New Strategic Selling

By Tad Tuleja and Robert B Miller and Stephen E Heiman

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