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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Paperback – April 20, 2005


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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: 1.2 x 5.2 x 8 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (67 customer reviews)
  • Amazon Best Sellers Rank: #13,908 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

Enjoyed book- reviewed some great concepts true to selling.
matt
Stephen E. Heiman, Diane Sanchez, and Tad Tuleja provide a practical, dynamic framework to approach complex selling from both a strategic and tactical point of view.
Serge J. Van Steenkiste
I recently purchased this book due to a recommendation from a colleague.
Charles

Most Helpful Customer Reviews

118 of 122 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 Serge J. Van Steenkiste on March 21, 2002
Format: Paperback
Stephen E. Heiman, Diane Sanchez, and Tad Tuleja provide a practical, dynamic framework to approach complex selling from both a strategic and tactical point of view. Like a general, a salesperson must first master the art of planning his/her forces before being able to approach a customer/prospect effectively. Heiman, Sanchez, and Tuleja rightly recommend that their audience think about one complex selling situation that they have dealt with and analyse it using the six key elements to consider in a complex selling. The six elements are the following: buying influences, red flags/areas of strengths, response modes, wins/results, ideal customer profile, and sales funnel. Although the audience can first consider that exercise a chore, they will derive a lot of value from it by internalizing the author's framework. Heiman, Sanchez, and Tuleja correctly remind their audience that the salesperson needs to have a broad understanding of his/her competition. Competition includes not only direct competitive offerings and substitutes, but also customer/prospect's options such as doing nothing, in sourcing, or resource reallocation for other purposes. Furthermore, Heiman, Sanchez, and Tuleja recommend that their audience adopt a "side" strategy and not a "face" strategy by focusing first on customer/prospect's needs and not primarily on a narrowly defined competition. With a little bit of practice, the framework described above becomes second nature and allows the audience to eventually use it in a multitude of settings. For example, applying for a job is often similar to complex selling. The job seeker needs to make a mutually beneficial value proposition not only to the hiring manager(s), but also to the assistant (s), the receptionist and any other relevant persons who can make a difference in hiring him/her or not. Similarly, a fundraiser could use the above-mentioned framework to raise funds on behalf of his/her non-profit organization.
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