The New Conceptual Selling

Book Details

• Author: Stephen E. Heiman

• Publisher: Kogan Page

• Edition: 2

• Binding: Paperback

• ISBN: 9780749462918

• Pages: 240

• Release Date: 03-06-2011

• Dimensions: 9.1 x 6.2 x 0.6 inches

• Languages: English

About the Book

The New Conceptual Selling revolutionizes traditional sales strategies by focusing on a customer-centric approach rather than the old product-pitch methods. Drawing from the world-renowned Miller Heiman sales training program, which has been embraced by some of the world's leading companies, this book introduces a systematic process designed to deliver immediate and significant sales growth.

By teaching sales professionals to listen attentively to customers and understand their concepts, this book empowers sales directors, managers, and executives to:

• Identify real customer needs

• Tailor every sale to one specific client

• Earn and maintain credibility with customers

Through practical, validated lessons, The New Conceptual Selling helps build a deeper understanding of the customer's needs, enabling effective communication and fostering long-term business relationships. Whether you are looking to improve your personal sales techniques or train your sales team, this book provides actionable insights that can transform your sales approach and deliver reliable results.

Key Features:

• Focus on customer listening and identifying their true needs

• Proven and systematic sales process for real-world impact

• Emphasizes the importance of credibility and long-term relationships

• Backed by the Miller Heiman sales methodology, adopted by top global companies

The New Conceptual Selling is an essential resource for anyone in sales looking to move beyond traditional selling tactics and create tailored, impactful solutions for their clients.