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Title: Conceptual Selling by Stephen E. Heiman, Robert Bruce Miller, Tad Tuleja ISBN: 0961907312 Publisher: Victory Audio Video Services Pub. Date: August, 1994 Format: Audio Cassette Volumes: 2 List Price(USD): $16.95

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Average Customer Rating: 4

Rating: 4
Summary: Stimulating ideas
Comment: Although I'm not in sales this is a timely book for me. I have had a lot of problems getting management to take my proposals seriously. This book has opened my eyes to all the mistakes I made in my approach.

Rating: 4
Summary: why People Buy
Comment: Steve Heiman and Bob Miller pick up where they left off with the successful, seminal work on strategy sales called Strategic Selling with a similarly valuable book called Conceptual Selling. Sales today is not about tips and techniques - buyers have become quite sophisticated and expect more than product and service pitches from sales people. Conceptual Selling lays out a logical, approachable process that can be taught, coached, and repeated. What more could you ask for?

Rating: 4
Summary: Sound concepts and useful lists overcome only fair writing.
Comment: "Conceptual Selling" offers a sound and useful approach which should improve results for any salesperson. The authors do a fine job of laying out their philosophy and walking the reader through each step of their customer-focused sales process. This process is neither earthshaking nor mindbending. Instead, it is off-center enough to be innovative and intuitive enough to seem real, even before you implement it for yourself.

Readers looking for alternatives to hard-sell, "close-of-the-week" approaches will consider "Conceptual Selling" a welcome find. The authors do a good job of including check lists, work sheets and high-level summaries of key points and processes. The result is a book you can quickly put to good use and a resource you can easily return to time and again.

The only flaw in the book (the reason for four, instead of five stars) is that the writing was too often overdone and repetitive. To their credit the authors present their concepts clearly. However, it seems they felt the need to oversell a concept which is all about not overselling. Fortunately, the concepts and useful tools they present more than overcome this modest shortcoming. I highly recommend this book.

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