The New Strategic Selling

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  • Edition: Revised
  • Format: Paperback
  • Copyright: 2005-04-20
  • Publisher: HACHETTE

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The Unique Sales System Proven Successful by the Worlds Best Companies Now updated and revised for a new century of sales success, this new 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 youll later regret How to manage a territory to provide steady, not boom and bust, revenue

Table of Contents

Preface vii
Foreword xi
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
Chapter 2 Strategy and Tactics Defined
Chapter 3 Your Starting Point: Position
Chapter 4 A Glance at the Strategy Blueprint: The Six Key Elements of Strategic Selling
Part 2 Building on Bedrock: Laying the Foundation of Strategic Analysis 79(140)
Chapter 5 Key Element 1: Buying Influences
Chapter 6 Key Element 2: Red Flags/Leverage from Strength
Chapter 7 Buyer Level of Receptivity
Chapter 8 Key Element 3: The Four Response Modes
Chapter 9 The Importance of Winning
Chapter 10 Key Element 4: Win-Results
Part 3 Common Problems, Uncommon Solutions 219(94)
Chapter 11 Getting to the Economic Buying Influence: Strategies and Tactics
Chapter 12 The Coach: Developing Your Prime Information Resource
Chapter 13 What About the Competition?
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
Part 5 Strategy and Territory: Managing Your Selling Time 341(42)
Chapter 16 Of Time, Territory, and Money
Chapter 17 Key Element 6: The Sales Funnel
Chapter 18 Priorities and Allocation: Working the Funnel
Part 6 From Analysis to Action 383(28)
Chapter 19 Your Action Plan
Chapter 20 Strategy When You Have No Time
Chapter 21 Strategic Selling: A Lifetime Approach
408 (3)
After Twenty Years: Responding to Our Clients' Most Challenging Questions 411(14)
Index 425(9)
About Miller Heiman, Inc 434

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