Book Review: The New Strategic Selling (Updated)

NEW STRATEGIC SELLING

Book Review:       NEW STRATEGIC SELLING
Author:    Stephen E. Heiman & Robert B. Miller
Language:    English
Format:        Paperback
ISBN-10:    044669519x

Topic:      SALES


SPONSOR:  Business Books


Publisher's Note:
UPDATED 


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 helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern 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.


By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

Presenting an effective method for making the sale every time, an expanded edition features the basic tenets of Buying Influences, Red Flags/Leverage from Strength, Response Modes, The Sales Funnel, Win Results, The Ideal Customer, and much more. Original.

The back list bestseller that demystifies methods for consistently and successfully "closing the deal" is now updated and expanded to address changes in client demand and the market.




REVIEW:

The company I worked for in 2009 used this method with much success.  Later when I started my own business, I used many of these concepts to open up larger accounts.  The section on defining the ideal customer was crucial.  It helped me to avoid wasting time and other resources pursuing inappropriate deals.