The Book That Changed The Way America Does Business
In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. Now the classic work Conceptual Selling has been updated for today's-and tomorrow's-economy. The New Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development with a client list leading the Fortune 500. And this book shows why the principles of Conceptual Selling are more important today than ever before.
The New Conceptual Selling
Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this high-pressure, highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn:
- How to identify your customer's real needs and use listening as a powerful selling tool
- How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful
- How to earn and maintain your credibility-by creating a pattern of Win-Win sales
- How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.
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The Book That Changed The Way America Does Business
In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. Now the classic work Conceptual Selling has been updated for today's-and tomorrow's-economy. The New Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development with a client list leading the Fortune 500. And this book shows why the principles of Conceptual Selling are more important today than ever before.
The New Conceptual Selling
Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this high-pressure, highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn:
- How to identify your customer's real needs and use listening as a powerful selling tool
- How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful
- How to earn and maintain your credibility-by creating a pattern of Win-Win sales
- How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.
Imprint | Warner Books |
Country of origin | United States |
Release date | December 1999 |
Availability | Supplier out of stock. If you add this item to your wish list we will let you know when it becomes available. |
Authors | S. Heiman, D. Sanchez, T. Tuleja, R.B. Miller |
Dimensions | 216 x 140 x 25mm (L x W x T) |
Format | Paperback |
Pages | 374 |
Edition | Revised and Updated ed. |
ISBN-13 | 978-0-446-67449-2 |
Barcode | 9780446674492 |
Categories | |
LSN | 0-446-67449-4 |