Item #:
4238458
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
Item #:
4238458
ZMW 259
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This modern 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.
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What Stands Out
Proven Methodology
This book presents a time-tested sales strategy used by top companies worldwide, ensuring readers learn effective techniques for nurturing client relationships and closing deals successfully.
Comprehensive Framework
Offers a detailed framework for understanding the complexities of sales processes, equipping sales professionals with tools to tackle various selling scenarios and overcome customer objections efficiently.
Illustrated Guidance
The illustrated format enhances understanding and retention of key concepts, making it easier for readers to apply strategies in real-world situations, thus boosting their sales performance.
Product Details
- 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 helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern 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.
| Publisher | Grand Central Publishing |
| Publication date | April 20, 2005 |
| Edition | Revised |
| Language | English |
| Print length | 448 pages |
| ISBN-10 | 044669519X |
| ISBN-13 | 978-0446695190 |
| Item Weight | 2.31 pounds (1.05 kg) |
| Dimensions | 5.3 x 1.4 x 8.05 inches (13.5 x 3.6 x 20.4 cm) |
Who Should Buy?
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Sales Professionals
Ideal for sales executives seeking proven techniques to improve their selling strategies and close more deals.
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Business Leaders
Useful for managers looking to develop a strategic approach to sales within their organizations to drive revenue.
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Marketing Teams
Beneficial for marketers wanting to align their efforts with sales strategies to enhance overall business performance.
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Casual Readers
Not suitable for casual readers seeking light, entertaining content rather than focused sales strategies and techniques.
Product Description
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Customer Questions & Answers
-
Question:
What is 'The New Strategic Selling' about?
Answer: The New Strategic Selling provides a comprehensive framework for improving your sales techniques based on successful strategies used by top businesses. It emphasizes understanding the buyer's perspective, navigating complex sales environments, and creating value through strategic partnerships. Using real-world case studies, the book equips you with practical tools to enhance your selling process, addressing both individual sales skills and team dynamics, making it an essential read for sales professionals looking to elevate their game. -
Question:
Who are the authors of 'The New Strategic Selling'?
Answer: 'The New Strategic Selling' is authored by Robert B. Miller and Stephen E. Heiman. Both are influential figures in the sales training arena, bringing decades of experience to the table. Their insights are drawn from extensive research and practical application in various industries, ensuring that the content is relevant and beneficial for readers aiming to master the art of selling. Their collaborative efforts have resulted in a book that is a staple in many business curricula and sales training programs globally. -
Question:
How can 'The New Strategic Selling' improve my sales skills?
Answer: This book offers a step-by-step approach to enhancing sales skills, focusing on strategy over tactics. Readers will learn about the significance of understanding customer motivations, which is critical in today's competitive market. By applying the principles and methodologies presented, salespeople can better tailor their pitches to meet client needs, improve relationship-building strategies, and ultimately drive higher sales conversions. Incorporating these techniques can lead to significant improvements in both sales performance and client satisfaction. -
Question:
Is 'The New Strategic Selling' suitable for beginners in sales?
Answer: Absolutely! 'The New Strategic Selling' is written in a way that is accessible to both newcomers and seasoned sales professionals alike. The concepts are explained clearly and supported with practical examples that illustrate key points. Beginners will find value in the foundational principles, while experienced sellers will gain fresh insights and advanced strategies to refine their approach. Thus, it serves as an excellent resource for anyone looking to enhance their understanding of effective selling. -
Question:
What makes this book different from other sales books?
Answer: What sets 'The New Strategic Selling' apart is its focus on a holistic sales process that goes beyond simple techniques. It integrates behavioral psychology into the selling process, emphasizing the importance of relationship management and customer engagement. The authors' approach to identifying customer values and aligning them with your offering offers a deeper understanding of the sales ecosystem, making it a more strategic and thoughtful resource compared to more traditional sales literature. -
Question:
Can this book help with B2B sales?
Answer: Yes, 'The New Strategic Selling' is particularly relevant to B2B sales contexts. It addresses the complexities of business transactions, including multiple stakeholders and lengthy decision-making processes. By following the outlined strategies, professionals can effectively engage with teams and departments, influencing decisions at various levels. The skills developed from this book enable sales teams to build solid relationships with clients, which is vital in securing and retaining business accounts. -
Question:
Are there any exercises or tools provided in the book?
Answer: Yes, the book includes practical exercises, templates, and tools that readers can use to implement the strategies discussed. These resources help to reinforce learning and provide real-world applications of the concepts. Exercises often involve role-playing scenarios and strategic planning frameworks, designed to help users practice what they've learned. This practical approach can significantly enhance your ability to apply theoretical knowledge to actual sales situations, ensuring better retention and effectiveness. -
Question:
Is 'The New Strategic Selling' relevant to today's digital selling environment?
Answer: Certainly! Although 'The New Strategic Selling' was published a while ago, its principles are timeless and apply well to today's digital selling landscape. The focus on understanding customer needs, building relationships, and providing value remains crucial in online sales environments. Moreover, the frameworks provided can be adapted to integrate with digital tools and platforms, helping sales professionals navigate challenges faced in virtual interactions while maintaining a personal touch. -
Question:
What kind of case studies are included in the book?
Answer: The case studies in 'The New Strategic Selling' feature diverse companies from various industries. They showcase real-life applications of the selling strategies discussed, illustrating both successes and lessons learned from complex scenarios. These insights help to contextualize the theoretical aspects of the book, making them relatable and applicable to everyday sales situations. By examining these case studies, readers can gain inspiration from others' experiences and their innovative methods of overcoming sales challenges. -
Question:
Where can I buy 'The New Strategic Selling' in Zambia?
Answer: You can find 'The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies' available for purchase at Ubuy. They offer a convenient online platform that caters to customers searching for this title, providing various options for delivery and excellent customer service to ensure you have a smooth shopping experience.
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ZMW 259
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Features & Benefits
- Presented the concept of Win-Win selling
- Identifies the four decision makers in a corporate setting
- Provides strategies to prevent sabotage by internal deal-killers
- Offers tips on making senior executives eager to meet
- Teaches how to avoid regrettable business closures
- Guidance on managing territories for consistent revenue
- Avoiding common mistakes when dealing with competitors
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