The New Conceptual Selling


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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

Table of Contents

  • Chapter - 0: Introduction; Two people speaking;
  • Section - 1: 'No-sell' selling;
  • Section - 2: Getting started; Four questions to ask yourself before you make the call;
  • Section - 3: The sales call; Getting information;
  • Section - 4: The sales call; Giving information;
  • Section - 5: The sales call; Getting commitment;
  • Section - 6: Assessment; Zero hour - and beyond;

About the Author

Robert B Miller of Miller Heiman, is a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is a professional writer at Miller Heiman. They are also the authors of the bestselling The New Strategic Selling.

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