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Chargement... The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies (édition 2005)par Robert B. Miller (Auteur)
Information sur l'oeuvreThe New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies par Robert B. Miller
   Aucun Actuellement, il n'y a pas de discussions au sujet de ce livre.  kvan1993 | Jun 7, 2023 |  aucune critique | ajouter une critique
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. Aucune description trouvée dans une bibliothèque |
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 Google Books — Chargement...GenresClassification décimale de Melvil (CDD)658.81Technology Management and auxiliary services Management Of MarketingClassification de la Bibliothèque du CongrèsÉvaluationMoyenne: (3.02)
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2
Economic
User
Technical
Coach
You want to determine what a win is for each person involved In your selling process
High ranking individuals usually want knowledge and want to learn
Send potential customers anything that is relevant to their industry even if they likely have seen it. This will demonstrate your desire for them to win.
you, ask yourself the following questions:
• Buying Influences. Looking at your Buying Influences Chart, ask if the difficulties you've had in getting to your Buying Influences are related to their company's imperfect match to your Ideal Customer Profile. What specific demographic and psychographic mismatches have made selling them uncertain?
• Red Flags/ Leverage from Strength. Look at the Red Flags on your Buyers Chart and on your Win-Results chart. Is there a correlation between them and the Ideal Customer Profile items that show a poor match to the customer for your sales objec-tive? Can you use the items that show a good match as areas of Strength to leverage against these Red Flags?
Response Modes. Which of the items on your Ideal Customer Profile explain a willingness Of the part of your Buyers to accept change? Which items explain a reluctance?
• Win-Results. compare the win-Results chart with the Ideal Customer Profile. Do the demographic items on the profile translate into objective business Results? Do the psychographic items translate into Wins for the individual Buyers in the account? Do those Buyers know that you value their account and are trying to play Win- Win with them?
• Sales Funnel. If your chosen sales objective has been moving steadily and predictably down the Funnel, does your Ideal Customer Profile suggest why? If it's stuck at one level of the Funnel, does the profile suggest specific mismatches that you still have to address?
we've stressed repeatedly, the Six Key Elements of tegy only become fully effective when they're used (