New Conceptual Selling
The New Conceptual Sellingoffers practical lessons on how to identify customer needs; how to tailor each sale to a particular client and how to earn and maintain your credibility.
Conceptual Selling is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. The new edition of this acclaimed book, now revised and updated, is based on the world-renown MH training programme that has had a profound effect on the careers of thousands of sales people around the world. Conceptual Selling is a non-manipulative process that puts the emphasis firmly on the customer's needs by careful planning and preparation.
REVIEWS :“Key insights into how to close more business and introduce
winning sales systems to the entire organisation.”
In-Store Magazine
"Conceptual Selling is the only help available to a sales
professional to deliver what the customer really wants."
John Knopp, Hewlett-Packard Corporation
"Conceptual Selling is different from all other sales training...
It maps a course and shows you where to go. Nobody has ever done this in
training salesmen. The questioning process is unique and superb."
David Schick, Vice President, Sales/Marketing, Saga Corporation
Paperback, 272 Pages, Dimensions 234 x 153 MM Language English.
'No sell' selling;
Getting started:
four questions to ask yourself before you make the call;
The sales call: getting information;
The sales call: giving information;
The sales call: getting committment;
Assessment: zero hour and beyond.
Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling New Strategic Selling.
Stephen E Heiman has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as director of marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent.
In 1978 he joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.
Tad Tuleja, Miller Heiman, Inc's staff writer, has co-written five MHI books, including the original Strategic Selling (available from Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics.
From 1987 to 1991 he directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin.