The New Conceptual Selling The Most Effective and Proven Method for Face-to-Face Sales Planning

by Miller, Robert B.; Heiman, Stephen E.; Tuleja, Tad; Coghlan, John Philip; Miller, Robert B.

• ISBN13: 9780446695183
• ISBN10: 0446695181
• Edition: Revised
• Format: Paperback
• Copyright: 2005-04-20
• Publisher: Business Plus

Summary

The Most Effective and Proven Method for Face-to-Face Sales Planning Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if youre one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: How to identify your customers real needs and use listening as a powerful selling tool. How to tailor every sale you make to one specific clientand how to create a system that is consistent, flexible, and successful. How to earn and maintain your credibilityby creating a pattern of Win-Win sales.

Table of Contents

Preface	vii
Foreword by John Philip Coghlan	xi
Introduction: Two People Speaking	1	(18)
PART I "No Sell" Selling
Chapter 1 Why Your Customers Really Buy	19	(17)
Chapter 2 How Your Customers Make Buying Decisions	36	(12)
Chapter 3 What We're Striving for: Win-Win	48	(24)
Chapter 4 Life Beyond the Product Pitch	72	(31)
PART II Getting Started: Four Questions to Ask Yourself Before You Make the Call
Chapter 5 Why Am I Here?	103	(8)
Chapter 6 What Do I Want the Customer to Do?	111	(23)
Chapter 7 Why Should the Customer See Me?	134	(21)
Chapter 8 Do I Have Credibility?	155	(26)
PART III The Sales Call: Getting Information
Chapter 9 Learning to Listen	181	(14)
Chapter 10 The Five Question Types	195	(28)
Chapter 11 Establishing Superb Communication	223	(18)
PART IV The Sales Call: Giving Information
Chapter 12 The Importance of Differentiation	241	(16)
Chapter 13 Using the Joint Venture Approach	257	(24)
PART V The Sales Call: Getting Commitment
Chapter 14 Beyond the Chumming Exercise	281	(14)
Chapter 15 Don't Call Them Objections	295	(22)
PART VI Assessment: Zero Hour-and Beyond
Chapter 16 Pre-Call Planning and Rehearsal	317	(14)
Chapter 17 Assessing the Call	331	(12)
Chapter 18 Selling Beyond the Close	343	(4)
The Questioning Process Revisited: Continuing the Dialogue with Our Customers	347	(18)
Index	365	(7)
About Miller Heiman, Inc	372