The New Conceptual Selling
The Consultative Communication Process for Solution-led Selling
Author: Stephen E. Heiman Series: Kogan Page
Shows how to master the art of 'no-sell' selling
Identify customer needs, tailor each sale to a particular client and earn and maintain credibility with this guide.
Paperback
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Summary
Shows how to master the art of 'no-sell' selling
Identify customer needs, tailor each sale to a particular client and earn and maintain credibility with this guide.
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.
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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