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The New Strategic Selling, by Robert B. Miller
Free Ebook The New Strategic Selling, by Robert B. Miller
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One of the best books on selling ever published, The New Strategic Selling has changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing process, Strategic Selling presented the idea of selling as a joint venture and introduced the influential concept of Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling, into a global leader in sales and development with the most prestigious client list in the industry. A genuine business classic, this revised edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.
- Sales Rank: #579205 in Books
- Published on: 2012-11-05
- Original language: English
- Number of items: 1
- Dimensions: 9.21" h x .59" w x 6.14" l, 1.06 pounds
- Binding: Paperback
- 288 pages
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 Heimans staff writer. They are also the authors of the other Miller Heiman best sellers, Large Account Management and Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.
Most helpful customer reviews
3 of 3 people found the following review helpful.
Solid advise, but wordy. Some chapters irked me.
By A.J. Horst
This book has solid advise. The premise boils down to this: There are multiple individuals who influence the decision on whether or not to buy from you. First find out out who they are. Then find out how they would personally benefit from your product or service. Get a coach/sponsor to help you out. The book heavy on words and light on content, but the content it does have is important.
The chapter on competition irked me. Their thesis implies that if you focus on their process, competition is irrelevant. That may be the case if you are the one to bring up your product/service to them in the first place. It is not the case if, for example, you are responding to an RFP. I wouldn't mind if they admitted that selling in highly competitive situations is outside of the scope of the book. Instead they insist that their method will work in all situations (implying that you should have been there before an RFP went out to help them design it). That may be true in fantacy land; but in the real world you will only find out about many potential deals after a customer has decided they are going to buy the product/service you offer. They just haven't decided their future vendor. Effective processes and strategies exist to help you win in these situations, and this book does not provide them.
4 of 4 people found the following review helpful.
Great book - not much different from original edition
By JDRanger
The original is great.
This would be great if it's the first edition you've read.
If you are looking for a lot of new material in the new edition vs. the original I think you will be disappointed. The updates don't justify paying for a new updated book.
That said, I think this is the best complicated sale book I've ever read.
4 of 4 people found the following review helpful.
Good to make you think about all types of buyers in a complex sale
By A. Shingleton
Worth a read for anybody thinking about relationship selling. Some good concepts and goof background information. Like all selling books it portrays itself as the best thing since sliced bread but the content and the thinking is made me do helped get over the hype. I would recommend this book and approach to others.
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