New Conceptual Selling

The Consultative Communication Process for Solution-led Selling

Häftad, Engelska, 2011

457 kr

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Beskrivning

The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.

Produktinformation

Utgivningsdatum:2011-06-03
Mått:158 x 234 x 13 mm
Vikt:368 g
Format:Häftad
Språk:Engelska
Antal sidor:240
Upplaga:2
Förlag:Kogan Page Ltd
ISBN:9780749462918

Utforska kategorier

Försäljning och marknadsföring inom Ekonomi och Ledarskap

Mer om författaren

Robert B Miller of Miller Heiman, is a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is a professional writer at Miller Heiman. They are also the authors of the bestselling The New Strategic Selling.

Innehållsförteckning

Chapter - 0: Introduction; Two people speaking;Section - 1: ‘No-sell’ selling;Section - 2: Getting started; Four questions to ask yourself before you make the call;Section - 3: The sales call; Getting information;Section - 4: The sales call; Giving information;Section - 5: The sales call; Getting commitment;Section - 6: Assessment; Zero hour – and beyond;