Conceptual Selling [Paperback]

Stephen E. Heiman (Author), Robert B. Miller (Author)

Book Description

Publication Date: March 1, 1989

Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

Product Details

• Paperback: 320 pages
• Publisher: Grand Central Publishing; Warner Books Edition edition (March 1, 1989)
• Language: English
• ISBN-10: 0446389064
• ISBN-13: 978-0446389068
• Product Dimensions: 8 x 5 x 1 inches
• Shipping Weight: 10.4 ounces
• Average Customer Review: 4.2 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #685,603 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

22 of 22 people found the following review helpful:

4.0 out of 5 stars Sound concepts and useful lists overcome only fair writing., October 10, 1998

By 

Baycity (Tarzana, CA USA) - See all my reviews

This review is from: Conceptual Selling (Paperback)

"Conceptual Selling" offers a sound and useful approach which should improve results for any salesperson. The authors do a fine job of laying out their philosophy and walking the reader through each step of their customer-focused sales process. This process is neither earthshaking nor mindbending. Instead, it is off-center enough to be innovative and intuitive enough to seem real, even before you implement it for yourself.

Readers looking for alternatives to hard-sell, "close-of-the-week" approaches will consider "Conceptual Selling" a welcome find. The authors do a good job of including check lists, work sheets and high-level summaries of key points and processes. The result is a book you can quickly put to good use and a resource you can easily return to time and again.

The only flaw in the book (the reason for four, instead of five stars) is that the writing was too often overdone and repetitive. To their credit the authors present their concepts clearly. However, it seems they felt the need to oversell a concept which is all about not overselling. Fortunately, the concepts and useful tools they present more than overcome this modest shortcoming. I highly recommend this book.

8 of 8 people found the following review helpful:

4.0 out of 5 stars why People Buy, January 29, 2000

By 

Bonnie Brannigan (Dublin) - See all my reviews

This review is from: Conceptual Selling (Paperback)

Steve Heiman and Bob Miller pick up where they left off with the successful, seminal work on strategy sales called Strategic Selling with a similarly valuable book called Conceptual Selling. Sales today is not about tips and techniques - buyers have become quite sophisticated and expect more than product and service pitches from sales people. Conceptual Selling lays out a logical, approachable process that can be taught, coached, and repeated. What more could you ask for?

5 of 6 people found the following review helpful:

4.0 out of 5 stars Stimulating ideas, June 12, 2000

By A Customer

This review is from: Conceptual Selling (Paperback)

Although I'm not in sales this is a timely book for me. I have had a lot of problems getting management to take my proposals seriously. This book has opened my eyes to all the mistakes I made in my approach.