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Innovation and Best Practice
for Business Success

Established 1967

The New Conceptual Selling

The New Conceptual Selling

The Consultative Communication Process for Solution-led Selling

Stephen E Heiman


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

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About the book

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.

Table Of Contents

  • Chapter - 0: Introduction; Two people speaking;
  • Section - 1: ‘No-sell’ selling;
  • Section - 2: Getting started; Four questions to ask yourself before you make the call;
  • Section - 3: The sales call; Getting information;
  • Section - 4: The sales call; Giving information;
  • Section - 5: The sales call; Getting commitment;
  • Section - 6: Assessment; Zero hour – and beyond;

Book Details

  • EAN: 9780749462918
  • Edition: 2
  • Published: 3rd June 2011
  • Paperback
  • Dimensions: 234x156
  • 240 pages

About the Author

Robert B Miller of Miller Heiman, 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 Miller Heiman's staff writer.

They are also the authors of the other Miller Heiman best-sellers, The New Strategic Selling and The New Conceptual Selling.

Stephen E Heiman