| Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies |  | Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Publisher: William Morrow & Co
Category: Book
List Price: $19.95
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You Save: $19.94 (100%)
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Rating:  5 reviews
Sales Rank: 689888
Media: Hardcover
Edition: 1st
Pages: 319
Number Of Items: 1
Shipping Weight (lbs): 1.5
Dimensions (in): 9.5 x 6.5 x 1
ISBN: 0688043135
Dewey Decimal Number: 658.85
EAN: 9780688043131
ASIN: 0688043135
Publication Date: January 1985
Availability: Usually ships in 1-2 business days
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Product Description
In this interview with Dr. Michael Krasny, Miller and Heiman emphasize effective stratgeies for making complex sales in a future shock world. 2 cassettes.
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| Customer Reviews:
# 1 Book on Selling January 4, 2007
Mary (Chicago, IL)
Perfect is so many ways. The grid is particularly helpful: Economic Buyer (you never or rarely see him/her)--the budget setter; technical buyer (they can only say no); real buyer; coach (can be anyone from Economic buyer, to tech buyer, to real buyer).
Perhaps their best info is they way they got sales people to sell: they worked on the good ones to get better. They found mgt always had excuses for why the good were so good (shouldn't have been) and the bad were so bad (excuses).
Marvelous.
The Sales Solution! August 25, 2005
Kathryn J. Blake (Phoenix,AZ)
This is the BIBLE for customer focused consultative selling!
If you are a sales professional or manager interested in revving things up and taking your sales team to the next level this is the program to do it! Step by step instructions for detailed account management , opportunity assessment , identification and how to build trust, get the customer to help you understand their needs and then to help you close the deal!
The system is like all Miller- Heiman programs- very detailed and filled with examples. This is perfect for helping salespeople who tend to go to one person at a client and not expand into the account- learn about other people and how they can influence decisions. Underlying message is the more your know- the less you hear "NO!"
I first did this program as a salesperson over 10 years ago- since then I have taught the program 4 times- I personally learn each time I do so. Other programs by Miller-Heiman are all built upon this program and its sister program Customer Focused Selling. Their advanced LAMP ( Large Account Management ) program requires this as a pre-requisite.
Clients of Miller-Heiman include big pharmaceutical companies, top automotive manufacturers and suppliers, I took a class in Chicago with the sales team responsible for selling the big 3 transmissions! Telecon companies use Miller-Heiman. Electronics mega-sellers use the system. Can your business benefit from the system designed to maximize the output of every sales call?
Then buy with confidence! Great book to read before your sales team meeting. --.
Don't Get Lost in the Sales Cycle November 9, 1997
1 out of 1 found this review helpful
It would be great if you could develop some new technique for walking into a large corporation and closing a major sale on the first visit, but it rarely, if ever, happens. Chances are, you're in for drawn-out process with lots of players. Most corporate sales professionals meander through this process hoping to "do what it takes" to close the sale. Miller, Heiman finally offer up a way of keeping score -- of knowing where you stand in the process and what you have to do to keep it moving in the right direction. By developing a standard nomenclature to discuss buy types and their relevant position in the sales process, Miller, Heiman allow you to keep track for yourself, but discuss it with your sales management. This is likely the most important book about the strategic side of selling. I can guarantee you this: read this book -- practice the technicques within, and you will never find out you lost a sale after the fact.
A comprehensive sales methodology July 1, 1997
4 out of 4 found this review helpful
_Strategic Selling_ is a valuable book, especially for those of us who are not "salesmen" in the classic sense, but have to operate in the Complex Sales environment. Consultants and Client Relationship Managers will find it especially valuable. _Strategic Selling_ provides valuable insight into how to set up "Win/Win" situations: it begins by identifying the different kinds of "Buyers" in every sales situation, the roles they play, and what constitutes "Value" to them. It then provides a mechanism for identifying what you do not "know" about the various Buyers, with the objective of finding out. It is an approach which helps you paint a complete picture of the dynamics at work in a selling situation, so that you can operate effectively within it. Finally, it provides a mechanism for "keeping the sales funnel full" -- a challenge which most people operating in cyclical industries can identify with. Following this methodology can help you ensure that you do not blunder around in ignorance in a Complex Sales environment -- you will know at least as much as the next guy, and probably much more. And you will be actively doing something about it. Rackham's _SPIN Selling_ is a good complementary book to _Strategic Selling_, as it provides a tactical approach -- the "How To" as opposed to the "Why". _Strategic Selling_ is an interesting -- though not uncomplementary -- contrast to Holden's _Power Base Selling_. Both approaches can provide insight into the inner workings of the Complex Sale; however, _Strategic Selling_ focuses less on manipulating the political forces at work, and may thus be more palatable for some
Excellent system for sales analysis March 23, 1997
Strategic Selling is a long time favorite of mine because of the simplicity and structure to the method. Especially for the new salesperson, this book provides the tools to effectively handle complex sales situations.
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