The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Audio CD Author: Visit Amazon's Stephen E. Heiman Page | Language: English | ISBN:
1889888060 | Format: PDF
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Audio CD Description
- Audio CD: 2 pages
- Publisher: Miller Heiman (2004)
- Language: English
- ISBN-10: 1889888060
- ISBN-13: 978-1889888064
- Product Dimensions: 5.5 x 4.1 x 0.4 inches
- Shipping Weight: 2.4 ounces
I am not a full time sales person, I am a software engineer and researcher who gets involved in some pre-sales consulting. I bought this book to become more educated on the Miller Heiman sales approach that is now standard for all of our sales people. I found this book very helpful and feel as though I now have a basic working knowledge of the sales system we use.The Miller Heiman training is rather expensive so I did not attend the actual classes with our regular sales staff.
The approach of this book came naturally to me. This sales strategy is much like engineering decisions in using continual review of risks and generating ideas to mitigate those risks while simultaneously advancing toward the closing of the project (a sales deal). There are many lists and sublists within the method that are pretty well known by now so I won't try to list many of them here. The terminology is important and very memorable - "Coach", "Economic Buyer", "Funnel", "Best Few", etc.
The book is clear about what it is not and I appreciate that too since sales is not my background. It is not a book of sales tactics, that is, how to literally sell someone something face to face in the "sales event" as the book calls it. The book assumes the reader is an experienced sales person and is already perfecting this skill (a fair assumption). It also does not try to teach skills in deal closure/contracting since that subject is already covered by many other books and is another assumed skill.
What the book does talk about at length is approaching each deal as a unique project that has its own risks, dynamics and yet can be managed within a systematic framework for success.
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Audio CD Preview
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