Conceptual Selling Download Ebook PDF Epub Online

Author : Robert B. Miller
Stephen E. Heiman
Publisher : Business Plus
Release : 2005-04-20
Page : 386
Category : Business & Economics
ISBN 13 : 9780446695183
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.


Author : Robert B. Miller
Stephen E. Heiman
Publisher :
Release : 2011
Page : 226
Category : Sales executives
ISBN 13 : 9780749462918
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.


Author : Robert Bruce Miller
Stephen E. Heiman
Publisher : Grand Central Pub
Release : 1989
Page : 320
Category : Business & Economics
ISBN 13 : 9780446389068
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.


Author : Stephen E. Heiman
Diane Sanchez
Publisher : Kogan Page Publishers
Release : 2004
Page : 258
Category : Sales executives
ISBN 13 : 9780749441319
Description :


"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 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.


Author : Robert B. Miller
Stephen E. Heiman
Publisher : Grand Central Publishing
Release : 2008-11-16
Page : 448
Category : Business & Economics
ISBN 13 : 9780446548786
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.


Author : Amit Phillora
Publisher :
Release : 2019-06-24
Page : 34
Category :
ISBN 13 : 9781096277361
Description :


What is Sales? How it is done. An interview was taken from senior sales representatives from sales companies like Monster.com, planman.com and few other sales oriented companies and based on which concepts like sales clock and other things were made. An Attempt was made to explain how sales work in Sales Oriented companies.


Author : Robert Bruce Miller
Stephen E. Heiman
Publisher :
Release : 1991
Page : 224
Category : Market segmentation
ISBN 13 : 9780749414047
Description :


Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.


Author : Kulkarni
Publisher : Excel Books India
Release : 2009
Page :
Category :
ISBN 13 : 9788174466938
Description :



Author : Neil Rackham
Publisher : Routledge
Release : 2020-04-28
Page : 256
Category : Business & Economics
ISBN 13 : 1000154572
Description :


True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.


Author : Philip Max Kay
Publisher : CRC Press
Release : 2001-02-15
Page : 170
Category : Computers
ISBN 13 : 1482280671
Description :


For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling. The rapidly chang


Author : Byron Matthews
Tamara Schenk
Publisher : John Wiley & Sons
Release : 2018-05-01
Page : 256
Category : Business & Economics
ISBN 13 : 1119440270
Description :


Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.


Author : R. B. Miller
Stephen E. Heiman
Publisher :
Release : 1987-01-01
Page :
Category :
ISBN 13 : 9780785542483
Description :



Author : Mack HANAN
Publisher : AMACOM
Release : 2011-03-15
Page : 256
Category : Business & Economics
ISBN 13 : 0814416187
Description :


“A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.” – Selling Magazine Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales • Building and using consultative databases for value propositions and proof of performance • Studying your customers’ cash flows to win proposals • Using consultative selling strategies on the Web • Coping with—and reversing—the inevitable “no” Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.


Author : Richard Mull
Publisher : Trafford Publishing
Release : 2003
Page : 277
Category : Business & Economics
ISBN 13 : 1553958047
Description :


Success in selling doesn't come easy. You have to work at it. The key to success is maintaining the right selling attitude, understanding the fundamentals of selling and how to execute the selling process. This is called the Universal Formula for Selling Success. Are You Selling to Potential? presents the Universal Formula for Selling Success along with real world selling principles focused on helping salespeople sell to potential and achieve personal, career and financial growth. This book will benefit anyone in sales; regardless the sales position; regardless how experienced or inexperienced; regardless the type of product being sold; regardless how it's being sold (i.e. face-to-face, by telephone, direct or retail). The goal: To provide inexperienced salespeople or business owners with a quality resource created to help them master the art of selling and thus sell to potential. To provide seasoned sales professionals with a quality resource created to help them sell to their true potential. To provide sales managers with a quality resource to teach the art of selling and establish selling synergy throughout their sales distribution channels.


Author : Jill Konrath
Publisher : Penguin
Release : 2010-05-27
Page : 320
Category : Business & Economics
ISBN 13 : 1101432950
Description :


Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.


Author : Miller Heiman Staff
Stephen Heiman
Publisher :
Release : 2005-02-01
Page :
Category :
ISBN 13 : 9780749442781
Description :



Author : Robert B. Miller
Stephen E. Heiman
Publisher : Kogan Page Publishers
Release : 2006
Page : 224
Category : Customer relations
ISBN 13 : 9780749445010
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.


Author : PK Sharma
Publisher : Notion Press
Release : 2020-01-07
Page : 424
Category : Self-Help
ISBN 13 : 1647339782
Description :


The purpose of this book is to give you a series of mental, psychological and management concepts, processes, strategies, and techniques that you can use immediately to increase sales and personal success. In this book, you will discover the language of your mind, i.e. Feelings, Emotions and Thoughts [FET], that transform your inner power and create the language of your body, i.e. Excitement, Enthusiasm and Energy [3Es], that drives your actions and behavior, which is supported by five mental forces and eight intellectual capitals. Thinking Salesman develops and provides a formula for every problem, and converts them into opportunities and ultimately success by applying these secrets. These are vital for sales, productivity, performance, and success. This book is for every individual who is looking for success, personal growth, or business growth. It helps one gain self-control and become fearless, confident, and self-assured.


Author : Prabhu TL
Publisher : NestFame Creations Pvt Ltd.
Release :
Page : 543
Category : Art
ISBN 13 :
Description :


No business operates itself. No one person can manage every aspect either. Business and Management are the disciplines devoted to organizing, analyzing, and planning various types of business operations. And if that sounds really general, that’s just because these Book cover a lot of ground! These concepts given in this book teach the fundamental skills that are required to efficiently run or manage a business. So, whether you want to work for a large corporation, or in a mom-and-pop shop, you can be confident that a topic in this Business and Management book will teach you the skills and theory you need for a successful career. Being in the business field could mean anything from routing calls to making sales. Some work in public relations while others choose market research. Purchasing managers share the elevator with distribution managers, and a director of human resources chats with the benefits administrator. A manager keeps the day-to-day business operations running smoothly. They may write departmental procedures, conduct performance evaluations, and train new staff. Some make hiring—and firing—decisions. Managers set budgets, evaluate new technologies, and mentor their employees. Maybe you have the entrepreneurial spirit and want to try your hand at building the next Facebook. Experience goes a long way, but if you combine that with an entrepreneurship degree, you’ll be well equipped to set off on your own. However you choose to pursue either business or management, you want to make sure that you’re choosing a career that fits your unique skills. The possible job titles for Business and Management majors are practically unlimited. They range from financial managers, who use their mathematical skills to generate financial forecasts, to marketing managers, who draw upon their creativity to manage advertising and sales efforts. This Book Business and Management,splitted in to Five parts This is the Second part in the series each part covers 10 Subject Matters ,Subjects covered in this Second part are given below : SELF-ESTEEM QUALITY MANAGEMENT TEAM BUILDING SALES PLANNING SALES MANAGEMENT SELF-CONFIDENCE ORGANIZATIONAL DESIGN SOCIAL MEDIA MARKETING SOCIAL INTELLIGENCE SUPPLY CHAIN MANAGEMENT One excels at sales while another pursues new product development. A genius negotiator may fail at public relations. Contracts can fall through in the hands of an otherwise gifted marketing manager. In a successful business venture, the entrepreneur finds experts to cover his or her weaker skills. There is a business career for everyone from high school graduates to a PhD. Of course, the most popular graduate-level degree is the MBA. For that reason, we separated the MBA into its own page. Within the business world, accounting is also a broad field with incredible demand, so we have a separate hub all about accounting. Benefits of This Business Management Book This Business and Management Book will prepare you for a variety of different possible career paths – and with a degree in this field, you’ll always be in demand. That’s because the skills you’ll gain in this Business and Management Book are extremely transferrable, which means that they will be useful in many different industries. That gives you an amazing amount of flexibility if you decide that you want to shift to a different industry or role. You’ll also have great earning potential with the knowledge gained through this book, especially if you complete a graduate program at a top school. Working in finance or as a chief executive, you could even end up taking home a six-figure salary with potential knowledge of Business and Management!


Author : Robert B. Miller
Alden M. Hayashi
Publisher : Kogan Page Publishers
Release : 2007-05
Page : 240
Category : Business & Economics
ISBN 13 : 9780749449940
Description :


Identifying five types of executive decision makers, this title suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, sceptics, followers, and controllers. The method centres on the observation that different types of executives prefer to hear and see specific types of information.