Conceptual Selling

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Business Plus
Page : 386 pages
File Size : 40,9 Mb
Release : 2005-04-20
Category : Business & Economics
ISBN : 0446695181

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The New Conceptual Selling by Robert B. Miller,Stephen E. Heiman,Tad Tuleja Pdf

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 Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Page : 324 pages
File Size : 50,8 Mb
Release : 1989
Category : Selling
ISBN : 0446389064

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Conceptual Selling by Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja Pdf

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 : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Page : 300 pages
File Size : 50,5 Mb
Release : 2008-11-16
Category : Business & Economics
ISBN : 9780446548786

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The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Tad Tuleja Pdf

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 : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Page : 324 pages
File Size : 43,7 Mb
Release : 1985
Category : Selling
ISBN : 0446386278

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Strategic Selling by Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja Pdf

Author : Neil Rackham
Publisher : Routledge
Page : 180 pages
File Size : 50,8 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000154573

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SPIN® -Selling by Neil Rackham Pdf

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 : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 40,9 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Author : Kulkarni
Publisher : Excel Books India
Page : 232 pages
File Size : 48,9 Mb
Release : 2009
Category : Electronic
ISBN : 8174466932

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Negotiations & Selling by Kulkarni Pdf

Author : Eric Taylor,David Riklan
Publisher : John Wiley & Sons
Page : 548 pages
File Size : 55,8 Mb
Release : 2010-07-30
Category : Business & Economics
ISBN : 9780470651506

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Mastering the World of Selling by Eric Taylor,David Riklan Pdf

Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 46,7 Mb
Release : 2011-11-10
Category : Business & Economics
ISBN : 9781101545898

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The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author : Philip Max Kay
Publisher : CRC Press
Page : 170 pages
File Size : 42,5 Mb
Release : 2001-02-15
Category : Computers
ISBN : 9781482280678

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Compete and Win in Telecom Sales by Philip Max Kay Pdf

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 : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Page : 0 pages
File Size : 42,7 Mb
Release : 2011
Category : Sales executives
ISBN : 0749462914

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The New Conceptual Selling by Robert B. Miller,Stephen E. Heiman,Tad Tuleja Pdf

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 B. Miller
Publisher : Unknown
Page : 317 pages
File Size : 48,6 Mb
Release : 1985
Category : Electronic
ISBN : OCLC:1109558601

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Strategic Selling by Robert B. Miller Pdf

Author : Richard Mull,Rick Mull
Publisher : Trafford Publishing
Page : 310 pages
File Size : 50,9 Mb
Release : 2003
Category : Business & Economics
ISBN : 9781553958048

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Are You Selling to Your Potential? by Richard Mull,Rick Mull Pdf

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 : Anthony J. Alessandra,Tony Alessandra,Phillip S. Wexler,Rick Barrera
Publisher : Simon and Schuster
Page : 280 pages
File Size : 44,7 Mb
Release : 1992-04-09
Category : Business & Economics
ISBN : 9780671764487

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Non-Manipulative Selling by Anthony J. Alessandra,Tony Alessandra,Phillip S. Wexler,Rick Barrera Pdf

Salespeople are among the most highly paid professionals in American society, and they are very important to the economy. Why, then, do so few people respect sales as a career? In Non-Manipulative Selling the authors attempt to address that question for a broad business audience. Non-Manipulative Selling offers the strategies and techniques for creating customers, not just sales.

Author : Henry C. (Sandy) Waters III
Publisher : Lulu.com
Page : 236 pages
File Size : 47,9 Mb
Release : 2011-10-29
Category : Business & Economics
ISBN : 9781105246548

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Sales - What A Concept!: A Guidebook for Sales Process Performance Improvement by Henry C. (Sandy) Waters III Pdf

Improve sales performance by developing a clear understanding of your sales systems and the sales processes that impact selling and buying of your product, service or solution. Understand how to improve results, assess what works and what does not work in your organization and implement changes resulting from analyzing your processes. Any organization benefits from reviewing the concepts presented, performing the exercises using the templates and activities supplied in the workbook. Understanding your sales system and the selling and buying processes will enhance your ability to win more business. You will learn new ways to assess your competition and to develop strategies and tactics that differentiate your company from the competitors. You will learn the importance of aligning the business, marketing, sales and operational support plans to improve responsiveness, reduce costs, manage to metrics more effectively and with fewer communication problems. Learn a new view on improving customer perspectives.