The New Conceptual Selling

Robert B Miller & Stephen E Heiman



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 pro-gramme 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.

What will you learn from this book

  1. Customer-Centric Approach: Emphasizes understanding the customer's needs, challenges, and goals as the cornerstone of successful selling.

  2. Solution-Oriented Selling: Focuses on offering solutions that address specific customer needs rather than pushing products or services.

  3. Qualifying Prospects: Discusses strategies for identifying and qualifying potential customers who align with the offerings and can benefit from the solutions.

  4. Building Relationships: Stresses the importance of building long-term relationships with customers, fostering trust, and credibility.

  5. Customized Presentations: Advocates for tailoring presentations and proposals to individual customer needs rather than using generic sales pitches.

  6. Effective Communication: Discusses techniques for effective communication, active listening, and understanding customer feedback.

  7. Sales Process Management: Provides methodologies for managing the sales process efficiently, including tracking progress and managing leads.

  8. Collaboration and Team Selling: Encourages collaboration among sales teams and other departments to provide comprehensive solutions to customers.

  9. Handling Objections: Provides strategies for handling objections and concerns raised by customers during the sales process.

  10. Continuous Improvement: Emphasizes the importance of continuous learning, feedback, and adaptation to refine sales approaches and strategies.

Language English
ISBN-10 0749442786
ISBN-13 9780749442781
No of pages 258
Font Size Medium
Book Publisher Viva Books
Published Date 01 Jan 2007

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