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Title: Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies by Stephen E. Heiman, Tad Tuleja, Robert Bruce Miller ISBN: 0688043135 Publisher: William Morrow Pub. Date: February, 1985 Format: Hardcover Volumes: 1 List Price(USD): $19.95 |
Average Customer Rating: 5
Rating: 5
Summary: Don't Get Lost in the Sales Cycle
Comment: 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.
Rating: 5
Summary: A comprehensive sales methodology
Comment: _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
Rating: 5
Summary: Excellent system for sales analysis
Comment: Strategic Selling is a long time favorite of mine because of
the simplicity and structure to the method. Especially for the new salesperson, this book provides the tools to effectively handle complex sales situations.
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