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Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies (Paperback)

by Robert B. Miller (Author), Stephen E. Heiman (Author), Tad Tuleja (Author)

5.0 out of 5 stars See all reviews (5 customer reviews)

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Product Description
In this interview with Dr. Michael Krasny, Miller and Heiman emphasize effective stratgeies for making complex sales in a future shock world. 2 cassettes. --This text refers to an out of print or unavailable edition of this title.

Product Details

Paperback: 320 pages
Publisher: Grand Central Publishing (August 8, 1988)
Language: English
ISBN-10: 0446386278
ISBN-13: 978-0446386272
Product Dimensions: 8 x 5.3 x 1 inches
Shipping Weight: 10.4 ounces

Average Customer Review: 5.0 out of 5 stars See all reviews (5 customer reviews)

Amazon.com Sales Rank: #345,679 in Books (See Bestsellers in Books)

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Citations (learn more)

88 books cite this book:

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century by Stephen E. Heiman on 17 pages
The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets - Your Customers by Robert B. Miller on 6 pages
Marketing by Mercer on 5 pages
The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning by Stephen E. Heiman on 5 pages
Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace by Robert B. Miller on 5 pages

See all 88 books citing this book

What Do Customers Ultimately Buy After Viewing This Item?

	43% buy The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies 4.7 out of 5 stars (36) $11.02
	39% buy the item featured on this page: Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies 5.0 out of 5 stars (5)
	9% buy The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning 4.3 out of 5 stars (11) $10.85
	5% buy SPIN Selling 4.2 out of 5 stars (108) $19.77

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4 of 4 people found the following review helpful:

5.0 out of 5 stars A comprehensive sales methodology, July 1, 1997

By A Customer

_Strategic Selling_ is a valuable book, especially for those of us who are not "salesmen" in the classic sense, but have to operate in the Complex Sales environment. Consultants and Client Relationship Managers will find it especially valuable.

_Strategic Selling_ provides valuable insight into how to set up "Win/Win" situations: it begins by identifying the different kinds of "Buyers" in every sales situation, the roles they play, and what constitutes "Value" to them.

It then provides a mechanism for identifying what you do not "know" about the various Buyers, with the objective of finding out. It is an approach which helps you paint a complete picture of the dynamics at work in a selling situation, so that you can operate effectively within it.

Finally, it provides a mechanism for "keeping the sales funnel full" -- a challenge which most people operating in cyclical industries can identify with.

Following this methodology can help you ensure that you do not blunder around in ignorance in a Complex Sales environment -- you will know at least as much as the next guy, and probably much more. And you will be actively doing something about it.

Rackham's _SPIN Selling_ is a good complementary book to _Strategic Selling_, as it provides a tactical approach -- the "How To" as opposed to the "Why".

_Strategic Selling_ is an interesting -- though not uncomplementary -- contrast to Holden's _Power Base Selling_. Both approaches can provide insight into the inner workings of the Complex Sale; however, _Strategic Selling_ focuses less on manipulating the political forces at work, and may thus be more palatable for some

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2 of 2 people found the following review helpful:

5.0 out of 5 stars Don't Get Lost in the Sales Cycle, November 8, 1997

By A Customer

It would be great if you could develop some new technique for walking into a large corporation and closing a major sale on the first visit, but it rarely, if ever, happens. Chances are, you're in for drawn-out process with lots of players. Most corporate sales professionals meander through this process hoping to "do what it takes" to close the sale. Miller, Heiman finally offer up a way of keeping score -- of knowing where you stand in the process and what you have to do to keep it moving in the right direction. By developing a standard nomenclature to discuss buy types and their relevant position in the sales process, Miller, Heiman allow you to keep track for yourself, but discuss it with your sales management. This is likely the most important book about the strategic side of selling. I can guarantee you this: read this book -- practice the technicques within, and you will never find out you lost a sale after the fact.

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5.0 out of 5 stars # 1 Book on Selling, January 4, 2007

By	Mary "Mary" (Chicago, IL) - See all my reviews

This review is from: Strategic Selling (Paperback)

Perfect is so many ways. The grid is particularly helpful: Economic Buyer (you never or rarely see him/her)--the budget setter; technical buyer (they can only say no); real buyer; coach (can be anyone from Economic buyer, to tech buyer, to real buyer).

Perhaps their best info is they way they got sales people to sell: they worked on the good ones to get better. They found mgt always had excuses for why the good were so good (shouldn't have been) and the bad were so bad (excuses).

Marvelous.