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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Paperback


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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies + The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning + SPIN Selling
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Product Details

  • Paperback: 448 pages
  • Publisher: Business Plus; Rev Upd edition (April 20, 2005)
  • Language: English
  • ISBN-10: 044669519X
  • ISBN-13: 978-0446695190
  • Product Dimensions: 2 x 3.1 x 0.6 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (62 customer reviews)
  • Amazon Best Sellers Rank: #28,672 in Books (See Top 100 in Books)

Editorial Reviews

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. --This text refers to an alternate Paperback edition.

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Customer Reviews

It's a book about how to get what you want out of life.
T. Bouthillet
I have used this successfully with Kodak sales teams, as well as Value Added Resellers who wanted to strengthen their ability to manage complex solution sales.
Ronald McMillin
The book shows step-by-step how to apply strategic selling to a current sales account.
Rolf Dobelli

Most Helpful Customer Reviews

117 of 121 people found the following review helpful By Beaugy on January 8, 1999
Format: Paperback
I've been using "Strategic Selling" in my engineering sales practice since the original edition of this book hit the bookshelves. This is a great method for people who don't want to consider themselves "salespeople", but who indeed sell. Engineers, architects, high-tech products sales consultants, and other professionals, will find this to be a low pressure, ethics-based approach to selling. I call it "the engineers approach" to sales because it provides such a methodological approach. For the professional salesperson, it puts into a repeatable process what they have been doing instinctively. But why leave it to chance?
The list of major companies who use the Strategic Selling process to drive their sales is extremely impressive.
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70 of 74 people found the following review helpful By Roy Massie on October 28, 2004
Format: Paperback
I am not a full time sales person, I am a software engineer and researcher who gets involved in some pre-sales consulting. I bought this book to become more educated on the Miller Heiman sales approach that is now standard for all of our sales people. I found this book very helpful and feel as though I now have a basic working knowledge of the sales system we use.The Miller Heiman training is rather expensive so I did not attend the actual classes with our regular sales staff.

The approach of this book came naturally to me. This sales strategy is much like engineering decisions in using continual review of risks and generating ideas to mitigate those risks while simultaneously advancing toward the closing of the project (a sales deal). There are many lists and sublists within the method that are pretty well known by now so I won't try to list many of them here. The terminology is important and very memorable - "Coach", "Economic Buyer", "Funnel", "Best Few", etc.

The book is clear about what it is not and I appreciate that too since sales is not my background. It is not a book of sales tactics, that is, how to literally sell someone something face to face in the "sales event" as the book calls it. The book assumes the reader is an experienced sales person and is already perfecting this skill (a fair assumption). It also does not try to teach skills in deal closure/contracting since that subject is already covered by many other books and is another assumed skill.

What the book does talk about at length is approaching each deal as a unique project that has its own risks, dynamics and yet can be managed within a systematic framework for success.
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49 of 52 people found the following review helpful By Robert W. Benson on August 19, 1999
Format: Paperback
I have many years of industrial sales experience, and I started my own manufacturing business with venture capital financing (Big time selling). This book has the best approach to strategic selling that I have encountered. I read it to get recharged and check my practices. I recommend it to all new sales people.
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55 of 61 people found the following review helpful By A Customer on March 22, 2000
Format: Paperback
If you manage large sales that include multiple decision makers or multiple departments/divisions within a company you MUST buy this book. It has become the bible of large account salespeople throughout the world. The new edition expands on the concepts of the original book & adds a new concept, degree of influence. If you are in sales and haven't already read this book, buy it... now!
There is also a cassette version which is excellent. It makes for good listening but does not substitute for the process of working your way through the text. I bought both. They are an excellent investment.
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22 of 22 people found the following review helpful By A Customer on July 1, 2001
Format: Paperback Verified Purchase
A great book for the large, multimillion-dollar corporate, government, B2B complex sales executive looking to enhance, hone and build their sales strategies. The New Strategic Selling system focuses on the big fish. Many tactics and ideas may apply to smaller business sales opportunities but the main focus is toward major corporate accounts where the sale must funnel through multiple channels before closing versus smaller business accounts.
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39 of 43 people found the following review helpful By "falk@kdsi.net" on January 29, 2001
Format: Paperback
If knowledge is power, then the knowledge in this book will make you soar. Amazing how liberating and purifying insight can be! This book, in my opinion, found a perfect balance between theoretical framework and hands-on, immediately applicable knowledge. They say that knowledge is a dispeller of darkness, and that is exactly what I experienced. Although for the last five years, I am more or less successful in the sales arena, I, for the most part, never really understood the underlying sales process and the importance of a strategy, but was lost in the little techniques and good people skills. Uncertainty, and thereby fear and luck, were ruling almost all my sales efforts. What this book provided me with is a straight-forward, structured and repeatable sales system that takes out most of the uncertainty and replaces it with knowledge about oneself and the customer, and shows a practical path to creating value-based, long-lasting and satisfying customer relationships.
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16 of 16 people found the following review helpful By T. Bouthillet on July 25, 2003
Format: Paperback
I purchased this book a couple of years ago when I was trying to break into medical sales. I didn't get the job I was interviewing for, but this book has subsequently rewarded me in ways I couldn't have imagined at the time. It's not just a book about completing the complex sale. It's a book about how to get what you want out of life. Or perhaps more accurately, it's a book that opens your eyes up to how many important things in your life are actually a complex sale.
This book is filled with specific instructions to help keep you focused on the outcome you desire, and prepared to manage the influences that can either help you or hurt you along the way. Nothing is left to chance. Red flags are identified, strategies are developed, and win/win solutions are created all the way around. The natural result is good will, and customers who feel like you helped them fill the gap between where they were, and where they needed to be.
This book is perfect for anyone who has developed a lot of technical expertise in a given field, but might be a bit inexperienced or even naive when it comes to politics. We've all had great ideas shot down by people whose motives were less than laudable. Don't waste precious time and energy getting angry that these people have rank and authority. Learn how to manage them! This book shows you how.
Highly recommended.
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