The New Strategic Selling, 2^nd Ed.

The Unique Sales System Proven Succesful by the World's Best Companies

Stephen E. Heiman, Diane Sanchez, Tad Tuleja

Publisher: Warner / Grand Central Publishing / Hachette, 1998 , 433 pages

ISBN: 0-446-67346-3

Synopsis:

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The Book That Sparked A Selling Revolution

In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list  and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success.

The New Strategic Selling

This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world example, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn:

• How to identify the four real decision makers in every corporate labyrinth
• How to prevent sabotage by an internal deal-killer
• How to make a senior executive eager to see you
• How to avoid closing business that you'll later regret
• How to manage a territory to provide steady, not "boom and bust," revenue
• How to avoid the single most common error when dealing with the competition.

Table of Contents:

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• Foreword
• If It Ain't Broke: The "Why" Behind the New Strategic Selling
• Part 1 / Strategic Selling
• Chapter 1 / Successful Selling in a World of Constant Change
• Chapter 2 / Strategy and Tactics Defined
• Chapter 3 / Your Starting Point: Position
• Chapter 4 / A Glance at the Strategic Blueprint: The Six Key Elements of Strategic Selling
• Part 2 / Building on Bedrocks: Laying the Foundation of Strategic Analysis
• Chapter 5 / Key Element 1: Buying Influences
• Chapter 6 / Key Element 2: Red Flags/Leverage from Strength
• Chapter 7 / Buyer Level of Receptivity
• Chapter 8 / Key Element 3: The Four Response Modes
• Chapter 9 / The Importance of Winning
• Chapter 10 / Key Element 4: Win-Results
• Part 3 / Common Problems, Uncommon Solutions
• Chapter 11 / Getting to the Economic Buying Influence: Strategies and Tactics
• Chapter 12 / The Coach: Developing Your Prime Information Source
• Chapter 13 / What About the Competition?
• Part 4 / Strategy and Territory: Focusing on Your Win-Win Customers
• Chapter 14 / Key Element 5: Ideal Customer
• Chapter 15 / Your Ideal Customer Profile: Demographics and Psychographics
• Part 5 / Strategy and Territory: Managing Your Selling Time
• Chapter 16 / Of Time, territory, and Money
• Chapter 17 / Key Element 6: The Sales Funnel
• Chapter 18 / Priorities and Allocation: Working the Funnel
• Part 6 / From Analysis to Action
• Chapter 19 / Your Action Plan
• Chapter 20 / Strategy When You Have No Time
• Chapter 21 / Strategic Selling: A Lifetime Approach
• After Twenty Years: Responding to Our Clients' Most Challenging Questions