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The New Conceptual Selling: The One-to-one Selling System that Builds a Win-win Buyer-seller Relationship (Miller Heiman Series)

The New Conceptual Selling: The One-to-one Selling System that Builds a Win-win Buyer-seller Relationship (Miller Heiman Series)

by Miller Heiman (Author), Tad Tuleja (Author), Robert B Miller (Author), Stephen E Heiman (Author)

  • Used

    Paperback 2003

    $3.59
Synopsis

Conceptual Selling is the only help available to a sales professional to deliver what the customer really wants. -John Knopp, Hewlett-Packard Corporation Conceptual Selling is different from all other sales training... It maps a course and shows you where to go. Nobody has ever done this in training salesmen. The questioning process is unique and superb. -David Schick, Vice President, Sales/Marketing, Saga Corporation Conceptual Selling is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. The new edition of this acclaimed book, now revised and updated, is based on the world-renown MH training programme that has had a profound effect on the careers of thousands of sales people around the world. Conceptual Selling is a non-manipulative process that puts the emphasis firmly on the customer's needs by careful planning and preparation.

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More Information

Format: Paperback
 Pages: 272
 Edition: 2
 Publisher: Kogan Page
Published: 03 Nov 2003
ISBN 10: 0749441313
ISBN 13: 9780749441319
Book Overview: The New Conceptual Selling offers practical lessons on how to identify customer needs; how to tailor each sale to a particular client and how to earn and maintain your credibility.

Media Reviews
Key insights into how to close more business and introduce winning sales systems to the entire organisation. In-Store Magazine Conceptual Selling is the only help available to a sales professional to deliver what the customer really wants. John Knopp, Hewlett-Packard Corporation Conceptual Selling is different from all other sales training... It maps a course and shows you where to go. Nobody has ever done this in training salesmen. The questioning process is unique and superb. David Schick, Vice President, Sales/Marketing, Saga Corporation
Author Bio
Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of other Miller Heiman best sellers, The New Successful Large Account Management and The New Strategic Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.