New Strategic Selling : The Unique Sales System Proven Successful by the World's Best Companies

by Heiman, Stephen E.; Sanchez, Diane; Tuleja, Tad

• ISBN13: 9780446673464
• ISBN10: 0446673463
• Format: Paperback
• Copyright: 1998-01-01
• Publisher: Grand Central Pub

Summary

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

Table of Contents

Foreword	ix
If It Ain't Broke: The "Why" Behind the New Strategic Selling	1	(20)
PART 1 / Strategic Selling	21	(58)
Chapter 1 / Successful Selling in a World of Constant Change	23	(20)
Chapter 2 / Strategy and Tactics Defined	43	(9)
Chapter 3 / Your Starting Point: Position	52	(13)
Chapter 4 / A Glance at the Strategy Blueprint: The Six Key Elements of Strategic Selling	65	(14)
Part 2 / Building on Bedrock: Laying the Foundation of Strategic Analysis	79	(140)
Chapter 5 / Key Element 1: Buying Influences	81	(35)
Chapter 6 / Key Element 2: Red Flags/Leverage from Strength	116	(21)
Chapter 7 / Buyer Level of Receptivity	137	(5)
Chapter 8 / Key Element 3: The Four Response Modes	142	(30)
Chapter 9 / The Importance of Winning	172	(16)
Chapter 10 / Key Element 4: Win-Results	188	(31)
Part 3 / Common Problems, Uncommon Solutions	219	(94)
Chapter 11 / Getting to the Economic Buying Influence: Strategies and Tactics	221	(40)
Chapter 12 / The Coach: Developing Your Prime Information Resource	261	(24)
Chapter 13 / What About the Competition?	285	(28)
Part 4 / Strategy and Territory: Focusing on Your Win-Win Customers	313	(28)
Chapter 14 / Key Element 5: Ideal Customer	315	(7)
Chapter 15 / Your Ideal Customer Profile: Demographics and Psychographics	322	(19)
Part 5 / Strategy and Territory: Managing Your Selling Time	341	(42)
Chapter 16 / Of Time, Territory, and Money	343	(6)
Chapter 17 / Key Element 6: The Sales Funnel	349	(16)
Chapter 18 / Priorities and Allocation: Working the Funnel	365	(18)
Part 6 / From Analysis to Action	383	(28)
Chapter 19 / Your Action Plan	385	(14)
Chapter 20 / Strategy When You Have No Time	399	(9)
Chapter 21 / Strategic Selling: A Lifetime Approach	408	(3)
After Twenty Years: Responding to Our Clients' Most Challenging Questions	411	(14)
Index	425	(10)
About Miller Heiman, Inc.	435	(1)
About the Authors	436