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

by Miller, Robert B.; Heiman, Stephen E.; Tuleja, Tad; Marriott Jr., J. W.; Miller, Robert B.

• ISBN13: 9780446695190
• ISBN10: 044669519X
• Edition: Revised
• Format: Paperback
• Copyright: 2005-04-20
• Publisher: HACHETTE

Summary

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	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	(9)
About Miller Heiman, Inc	434