The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling

Stephen E Heiman

ISBN 10: 0749462914 / ISBN 13: 9780749462918

Published by Kogan Page Ltd, 2012

About this Item

2012. 2nd Revised edition. Paperback. Offers practical lessons that broke down the boundaries of traditional product-pitch selling. Based on the world-renowned Miller Heiman sales training programme, this title teaches you how to identify your customer's real needs, tailor sales you make to one specific client and earn and maintain your credibility. Num Pages: 240 pages. BIC Classification: KJS. Category: (G) General (US: Trade). Dimension: 232 x 154 x 15. Weight in Grams: 370. . . . . . Books ship from the US and Ireland.

Seller Inventory # V9780749462918

Bibliographic Details

• Title: The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
• Publisher: Kogan Page Ltd
• Publication Date: 2012
• Language: English
• ISBN 10: 0749462914
• ISBN 13: 9780749462918
• Binding: Soft cover
• Edition: 2nd Edition
• Condition: New

About this title

Synopsis

The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. Based on the world-renowned Miller Heiman sales training programme, The New Conceptual Selling is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to your customer and identifying their Concept, it will teach you how to identify your customer's real needs, tailor every sale you make to one specific client and earn and maintain your credibility. The New Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development with a client list that includes some of the world's top companies.

About the Author

Robert B Miller brings almost 40 years experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heimans President, CEO and chairman. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best sellers, The New Successful Large Account Management and The New Strategic Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.