by StephenEHeiman (Author)
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.
Format: Paperback
Pages: 240
Edition: 2
Publisher: Kogan Page
Published: 03 Jun 2011
ISBN 10: 0749462914
ISBN 13: 9780749462918
Book Overview: Shows how to master the art of 'no-sell' selling Helps sales teams prepare effectively for calling Provides tips on how to get the best possible information from a sales call