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.Edition: Revised
Format: Paperback
Pub. Date: 2005-04-20
Publisher(s): Business Plus
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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 | |||||
|
19 | (17) | |||
|
36 | (12) | |||
|
48 | (24) | |||
|
72 | (31) | |||
| PART II Getting Started: Four Questions to Ask Yourself Before You Make the Call | |||||
|
103 | (8) | |||
|
111 | (23) | |||
|
134 | (21) | |||
|
155 | (26) | |||
| PART III The Sales Call: Getting Information | |||||
|
181 | (14) | |||
|
195 | (28) | |||
|
223 | (18) | |||
| PART IV The Sales Call: Giving Information | |||||
|
241 | (16) | |||
|
257 | (24) | |||
| PART V The Sales Call: Getting Commitment | |||||
|
281 | (14) | |||
|
295 | (22) | |||
| PART VI Assessment: Zero Hour-and Beyond | |||||
|
317 | (14) | |||
|
331 | (12) | |||
|
343 | (4) | |||
| The Questioning Process Revisited: Continuing the Dialogue with Our Customers | 347 | (18) | |||
| Index | 365 | (7) | |||
| About Miller Heiman, Inc | 372 |
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