The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.

Shows how to master the art of 'no-sell' selling Helps sales teams prepare effectively for calling Provides tips on how to get the best possible information from a sales call

About the Author
Robert B Miller of Miller Heiman, is a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is a professional writer at Miller Heiman. They are also the authors of the bestselling The New Strategic Selling.


Book Information
ISBN 9780749462918
Author Stephen E Heiman
Format Paperback
Page Count 240
Imprint Kogan Page Ltd
Publisher Kogan Page Ltd
Weight(grams) 375g
Dimensions(mm) 235mm * 159mm * 14mm