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One of the best-selling books on selling ever published, 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, forever changing sales and marketing with its rejection of manipulative tactics. It helped to turn Miller Heiman, the 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 latest, third 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 new section featuring the most commonly asked challenging questions from the Miller Heiman workshop. It remains essential reading for sales directors, managers and executives in any type of company.
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
