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The New Strategic Selling


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Offers new insight into the way salespeople can successfully promote products and services Combines a thorough consultative sales process with integrity Identifies solutions to common problems in the field, from developing prime information resources, to managing selling time Demonstrates how to use new strategies to confront the competition

Table of Contents

    • Chapter - 00: If it ain't broke: the 'why' behind the new Strategic Selling;
  • Section - ONE: Strategic Selling;
    • Chapter - 01: Successful selling in a world of constant change;
    • Chapter - 02: Strategy and tactics defined;
    • Chapter - 03: Your starting point: position;
    • Chapter - 04: A glance at the strategy blueprint: the six key elements of Strategic Selling;
  • Section - TWO: Building on bedrock: laying the foundation of strategic analysis;
    • Chapter - 05: Key element 1: buying influences;
    • Chapter - 06: Key element 2: red flags/leverage from strength;
    • Chapter - 07: Buyer level of receptivity;
    • Chapter - 08: Key element 3: the four response modes;
    • Chapter - 09: The importance of winning;
    • Chapter - 10: Key element 4: win-results;
  • Section - THREE: Common problems, uncommon solutions;
    • 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?;
  • Section - FOUR: Strategy and territory: focusing on your Win-Win customers;
    • Chapter - 14: Key element 5: ideal customer;
    • Chapter - 15: Your ideal customer profile: demographics and psychographics;
  • Section - FIVE: Strategy and territory: managing your selling time;
    • Chapter - 16: Of time, territory and money;
    • Chapter - 17: Key element 6: the sales funnel;
    • Chapter - 18: Priorities and allocation: working the funnel;
  • Section - SIX: From analysis to action;
    • Chapter - 19: Your action plan;
    • Chapter - 20: Strategy when you have no time;
    • Chapter - 21: Strategic Selling: a lifetime approach

About the Author

Robert B Miller of Miller Heiman, 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 Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best-sellers, The New Strategic Selling and The New Conceptual Selling.

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