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The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning | 
 enlarge | Authors: Stephen E. Heiman, Tad Tuleja
Creators: Robert B. Miller, John Philip Coghlan
Publisher: Business Plus
Category: Book
List Price: $15.95
Buy New: $1.48
You Save: $14.47 (91%)
New (41) Used (30) from $1.45
Rating:  11 reviews
Sales Rank: 18833
Media: Paperback
Edition: Rev Upd
Pages: 386
Number Of Items: 1
Shipping Weight (lbs): 0.7
Dimensions (in): 8 x 5.2 x 1.1
ISBN: 0446695181
Dewey Decimal Number: 381
EAN: 9780446695183
ASIN: 0446695181
Publication Date: April 20, 2005
Availability: Usually ships in 1-2 business days
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Product Description
The Most Effective and Proven Method for Face-to-Face Sales PlanningEven in a world of cyber commerce, nothing beats a face-to-face meeting. And if youre 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 customers real needs and use listening as a powerful selling tool. How to tailor every sale you make to one specific clientand how to create a system that is consistent, flexible, and successful. How to earn and maintain your credibilityby creating a pattern of Win-Win sales.
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| Customer Reviews: Read 6 more reviews...
 New Conceptual Selling September 7, 2008
ROLANDO ARAFILES (KERMIT, TX USA)
I agree that successful marketing starts with the customer. A marketer just taps into that need. Of course such skill has to be learned and polished with each success and failure.
 A Must Have For Sales Personnel April 19, 2008
Joao Cortez (Porto, Portugal)
This book, together with "The New Strategic Selling" should be mandatory for any sales person. The framework it describes aims for Win-Win sales, steering the sale through a deep understanding and fulfillment of the customer true needs, in a very honest and systematic way. Highly recommended!
Useful January 11, 2008
Lynn E. Eichler (South Dakota)
This is a very useful book for any sales professional. It may not be revolutionary to some, but most will find that it is well worth reading. I got a lot out of it and I've been in the selling business for 20 years. I am a college professor and use a lot of this to supplement my traditional texts.
I am so happy I read this book! November 25, 2007
Juanita Carpenter (Port Charlotte, FL USA)
I read this book right as I was getting out of sales, but this past week I was able to share some of the principles from it with a friend that was just entering sales and it has sky rocketed his results. He told me that he even recieved a bonus from his boss! Truly a book that every person should read whether in the sales field or not because every person needs to better the art of communication. This ones a winner!
 Good material but difficult to read December 27, 2006
Tim Josling (Melbourne, Australia)
3 out of 6 found this review helpful
The material in the book is reasonably good, particularly because it is different from most selling books. What is wrong with it?
1. A great deal of overlap with their other book "The New Strategic Selling". Do not buy both books!
2. A very boring writing style. It looks like they wrote the headings and then wrote the contents because a lot of the content reads like filler - or "waffle".
3. It is extremely repetitive, which adds to the boredom factor.
4. The insistence on using sexist language. People are mostly but inconsistently referred to as "she". This goes as far as referring to a person previously described as "Mr President" as "she". I want to learn selling not to get a hamfisted and condescending lesson in sexist language. Hint to the authors: if you want to be non-sexist, just say "he or she" - people can read it fast and it doesn't get in the way.
This book could have been half the length and it would have been excellent.
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