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The New Conceptual Selling
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Robert B. Miller, Stephen E. Heiman
Kogan Page, 2011 - 226 страница
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.

Conceptual Selling je strateški okvir jednog prodajnog sastanka, bavi se sličnim oblastima kao i prethodni, ali sa posebnim akcentom na pripremu za jedan konkretan sastanak. Pristup sastanku, način vođenja, način prikupljanja informacija i postizanje saglasnosti za naredne korake koji vode ka zaključenju prodaje.

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Библиографски подаци
Наслов The New Conceptual Selling
Аутори Robert B. Miller, Stephen E. Heiman
Издање 2, илустровано, ревидирано
Издавач Kogan Page, 2011
ISBN 0749462914, 9780749462918
Дужина 226 страница

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.

Table of Contents
Preface vii
Foreword by John Philip Coghlan xi
Introduction: Two People Speaking 1 (18)
PART I "No Sell" Selling
Chapter 1 Why Your Customers Really Buy
19 (17)
Chapter 2 How Your Customers Make Buying Decisions
36 (12)
Chapter 3 What We're Striving for: Win-Win
48 (24)
Chapter 4 Life Beyond the Product Pitch
72 (31)
PART II Getting Started: Four Questions to Ask Yourself Before You Make the Call
Chapter 5 Why Am I Here?
103 (8)
Chapter 6 What Do I Want the Customer to Do?
111 (23)
Chapter 7 Why Should the Customer See Me?
134 (21)
Chapter 8 Do I Have Credibility?
155 (26)
PART III The Sales Call: Getting Information
Chapter 9 Learning to Listen
181 (14)
Chapter 10 The Five Question Types
195 (28)
Chapter 11 Establishing Superb Communication
223 (18)
PART IV The Sales Call: Giving Information
Chapter 12 The Importance of Differentiation
241 (16)
Chapter 13 Using the Joint Venture Approach
257 (24)
PART V The Sales Call: Getting Commitment
Chapter 14 Beyond the Chumming Exercise
281 (14)
Chapter 15 Don't Call Them Objections
295 (22)
PART VI Assessment: Zero Hour-and Beyond
Chapter 16 Pre-Call Planning and Rehearsal
317 (14)
Chapter 17 Assessing the Call
331 (12)
Chapter 18 Selling Beyond the Close
343 (4)
The Questioning Process Revisited: Continuing the Dialogue with Our Customers 347 (18)
Index 365 (7)
About Miller Heiman, Inc