Strategic Selling

Fülszöveg

STRATEGIC SELLING
Robert B. Miller, Stephen E. Heiman with Tad Tuleja
In the world of high-level sales, successful professionals can no longer rely on luck, determinaron, and a few good contacts. Complex sales (to a number of different individuals at one company and sometimes to corporate committees) cali for new sales strategies. The Miller Heiman concept for making complex sales consistent/y has been tried and proven successful by some of the best companies in the world, including IBM, Hewlett-Packard, Johnson and Johnson, General Electric, and Coca-Cola.
This programme works no matter what you are selling, or who the customer is. It removes the element of luck and replaces it with proven, visible, repeatable skills that are the mark of every sales professional who wants to succeed in our fast-changing and competitive sales environment.
Strategie Selling shows you how to develop your own action plan - one that can pave your way to bigger and more consistent complex sales. It... Tovább

Fülszöveg

STRATEGIC SELLING
Robert B. Miller, Stephen E. Heiman with Tad Tuleja
In the world of high-level sales, successful professionals can no longer rely on luck, determinaron, and a few good contacts. Complex sales (to a number of different individuals at one company and sometimes to corporate committees) cali for new sales strategies. The Miller Heiman concept for making complex sales consistent/y has been tried and proven successful by some of the best companies in the world, including IBM, Hewlett-Packard, Johnson and Johnson, General Electric, and Coca-Cola.
This programme works no matter what you are selling, or who the customer is. It removes the element of luck and replaces it with proven, visible, repeatable skills that are the mark of every sales professional who wants to succeed in our fast-changing and competitive sales environment.
Strategie Selling shows you how to develop your own action plan - one that can pave your way to bigger and more consistent complex sales. It includes advice on:
• Buying inf/uences: knowing everyone involved in a sale and understanding their position in the buying decisión.
• Red f/ags: recognizing opportunities and anticipating danger signáis - before it's too late.
• The sa/es funnel: managing your sales objectives to minimize the 'feast-or-famine' syndrome.
• Win resu/ts: learning to see your customer as a partner in your success, not an adversary to be overcome.
Strategie Selling represents a unique opportunity to improve your abilities for making complex sales, not once, but again and again and again. Vissza