By Robert B. Miller
The e-book That Sparked A promoting Revolution In 1985 one booklet replaced revenues and advertising without end. Rejecting manipulative strategies and emphasizing "process," Strategic promoting offered the belief of promoting as a three way partnership and brought the decade's so much influential proposal, Win-Win. The reaction to Win-Win was once instant and helped flip the small corporation that created Strategic promoting, Miller Heiman, right into a worldwide chief in revenues improvement with the main prestigious consumer record within the undefined. the recent Strategic promoting this contemporary variation of the enterprise vintage confronts the quickly evolving international of business-to-business revenues with new real-world examples, new thoughts for confronting festival, and a distinct part that includes the main frequently asked questions from the Miller Heiman workshops. examine: * the right way to establish the 4 actual choice makers in each company labyrinth * find out how to hinder sabotage via an inner deal-killer * how you can make a senior government wanting to see you * how you can stay away from ultimate company that you will later remorse * easy methods to deal with a territory to supply regular, no longer "boom and bust," profit * how one can keep away from the only most typical blunders whilst facing the contest
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Additional resources for The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
Example text
If you sell principally over a counter or door to door, you probably won’t find it to be indispensable to your work, since you rarely need more than one yes to close your transactions. But if you’re involved in any aspect of corporate selling— whether or not you’ve been stymied, like Ray, by corporate complexity—the Strategic Selling process can help you hone the skills you already have, develop new ones you may not have thought you needed, and fit them all together into a visible and repeatable strategy for sales success.
Tactics, as we use the term in our programs and in this book, refers to techniques you use when you’re actually face-to-face with a prospect or customer in a sales call. It includes all the time-honored tools of the trade that you learned in Selling 101, such as questioning techniques, overcoming objections, presentation skills, trial closes, and so on. By strategy, on the other hand, we mean a series of less widely recognized, but equally identifiable, processes that you use to position yourself with the customer before the sales call even begins.
It was true that Greg hadn’t met the CEO. But thanks to the Strategic Selling program he had attended, he didn’t have to. While Ray was congratulating himself for knowing the customer’s senior management, Greg was quietly finding out who the real decision-makers were for this sale, and uncovering other information that could help him close the deal. Specifically, he wanted to know who would have to give final approval for the sale. He found what he was looking for in Jeff, an outside consultant whom Ray had entirely overlooked.