Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth
The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.
" ... Taps into not only the rational aspects of the buying decision, but also the emotional drivers, which are recognised as being crucial to a full understanding of buyer behaviour." Clive Chafer, Director Master-0McNeil IncTo succeed in today's business world of tough decision-makers, how you say something can actually be more important than what you say. Even the best ideas face resistence and rejection. Why? All too often people make the mistake of focussing solely on the content of their proposal and giving little thought to the way they will deliver it.In a two-year survey, customer research experts Miller and Williams studied 1,700 executives, discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion neccessary to successfully present a plan.They reveal the five different types of decision maker: Charismatics; Thinkers; Sceptics; Followers; and Controllers and shows how to best sell ideas to each.