The New Conceptual Selling

The New Conceptual Selling
Author : Robert B. Miller
Publisher : Business Plus
Total Pages : 386
Release : 2005-04-20
ISBN 10 : 0446695181
ISBN 13 : 9780446695183
Language : EN, FR, DE, ES & NL

The New Conceptual Selling Book Description:

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.

The New Conceptual Selling

The New Conceptual Selling
Author : Robert B. Miller
Publisher :
Total Pages : 226
Release : 2011
ISBN 10 : 0749462914
ISBN 13 : 9780749462918
Language : EN, FR, DE, ES & NL

The New Conceptual Selling Book 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.

Epz New Conceptual Selling

Epz New Conceptual Selling
Author : Miller Heiman Staff
Publisher :
Total Pages :
Release : 2005-02-01
ISBN 10 : 0749442786
ISBN 13 : 9780749442781
Language : EN, FR, DE, ES & NL

Epz New Conceptual Selling Book Description:

The New Strategic Selling

The New Strategic Selling
Author : Robert B. Miller
Publisher : Hachette UK
Total Pages : 448
Release : 2008-11-16
ISBN 10 : 9780446548786
ISBN 13 : 0446548782
Language : EN, FR, DE, ES & NL

The New Strategic Selling Book Description:

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.

The New Successful Large Account Management

The New Successful Large Account Management
Author : Robert B. Miller
Publisher : Grand Central Publishing
Total Pages : 272
Release : 2005-04-20
ISBN 10 : 0446694665
ISBN 13 : 9780446694667
Language : EN, FR, DE, ES & NL

The New Successful Large Account Management Book Description:

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

The New Successful Large Account Management

The New Successful Large Account Management
Author : Robert B. Miller
Publisher : Kogan Page Publishers
Total Pages : 224
Release : 2006
ISBN 10 : 0749445017
ISBN 13 : 9780749445010
Language : EN, FR, DE, ES & NL

The New Successful Large Account Management Book Description:

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation "Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results." - Paul Wichman, vice president and senior division sales manager, Schwab Institution 'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

Conceptual Selling

Conceptual Selling
Author : R. B. Miller
Publisher :
Total Pages :
Release : 1987-01-01
ISBN 10 : 0785542485
ISBN 13 : 9780785542483
Language : EN, FR, DE, ES & NL

Conceptual Selling Book Description:

Conceptual Selling

Conceptual Selling
Author : Robert Bruce Miller
Publisher : Henry Holt & Company
Total Pages : 320
Release : 1987
ISBN 10 : 0805004106
ISBN 13 : 9780805004106
Language : EN, FR, DE, ES & NL

Conceptual Selling Book Description:

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.

Conceptual Selling

Conceptual Selling
Author : Robert B. Miller
Publisher :
Total Pages : 320
Release : 1989
ISBN 10 : OCLC:1028560874
ISBN 13 :
Language : EN, FR, DE, ES & NL

Conceptual Selling Book Description:

Sales What a Concept A Guidebook for Sales Process Performance Improvement

Sales  What a Concept   A Guidebook for Sales Process Performance Improvement
Author : Henry C. (Sandy) Waters III
Publisher : Lulu Press, Inc
Total Pages :
Release : 2013-03-15
ISBN 10 : 9781105467479
ISBN 13 : 1105467473
Language : EN, FR, DE, ES & NL

Sales What a Concept A Guidebook for Sales Process Performance Improvement Book Description:

Improve sales performance by developing a clear understanding of your sales systems and the sales processes that impact selling and buying of your product, service or solution. Understand how to improve results, assess what works and what does not work in your organization and implement changes resulting from analyzing your processes. Any organization benefits from reviewing the concepts presented, performing the exercises using the templates and activities supplied in the workbook. Understanding your sales system and the selling and buying processes will enhance your ability to win more business. You will learn new ways to assess your competition and to develop strategies and tactics that differentiate your company from the competitors. You will learn the importance of aligning the business, marketing, sales and operational support plans to improve responsiveness, reduce costs, manage to metrics more effectively and with fewer communication problems. Learn a new view on improving customer perspectives.