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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies |  |
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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies | |
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 helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, 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.
网友对The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies的评论
收到之后发现这本书有不是新书的嫌疑，封面看上去比较旧，封面中间有一道明显的折痕，并且左下角有明显的折痕，感觉书是二手的，但是确实很喜欢这本书，所以就懒得退换了，但是对于商家这种拿二手书冒充新书的做法，表示强烈不满。
好书是好书,但不知道是不是我想要的.
都只有简介,却没有目录信息.不知道里面有些啥内容.
答复说2~3天回复我目录,到现在还没看到
中文译本有些错误，如英文可以，还是看这个更能精确理解原意。我等不及，已经在半年多前在美国亚马逊网站买了。
听说是"销售圣经",买了几个月了,一直还没来得及看.
This book has solid advise. The premise boils down to this: There are multiple individuals who influence the decision on whether or not to buy from you. First find out out who they are. Then find out how they would personally benefit from your product or service. Get a coach/sponsor to help you out. The book heavy on words and light on content, but the content it does have is important.
The chapter on competition irked me. Their thesis implies that if you focus on their process, competition is irrelevant. That may be the case if you are the one to bring up your product/service to them in the first place. It is not the case if, for example, you are responding to an RFP. I wouldn't mind if they admitted that selling in highly competitive situations is outside of the scope of the book. Instead they insist that their method will work in all situations (implying that you should have been there before an RFP went out to help them design it). That may be true in fantacy land; but in the real world you will only find out about many potential deals after a customer has decided they are going to buy the product/service you offer. They just haven't decided their future vendor. Effective processes and strategies exist to help you win in these situations, and this book does not provide them.
Worth a read for anybody thinking about relationship selling. Some good concepts and goof background information. Like all selling books it portrays itself as the best thing since sliced bread but the content and the thinking is made me do helped get over the hype. I would recommend this book and approach to others.
I had heard of Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies years ago but never got around to reading it. But about five months ago at the suggestion of an online forum buddy I ordered a copy of The New Strategic Selling from Amazon. I can only say I'm sorry I waited so many years to read this one. Is revolutionary. Honest. I've read well over 1,000 books in the past 35 years and can honestly say I've never come across anything as profound as The New Strategic Selling. Is outstanding for high-end sales and consulting services. SPIN Selling FieldBook is the next closest recommendation.
If I had to sum up the strength of this method in one word I'd have to choose, preparation.
When you go in armed with possible latent problems, have a mapped out 9-block strategy for active as well as latent opportunities, and a non-confrontational closing process that is based around a proposal and eval, you come across with so much confidence and professionalism it makes even some CEOs feel intimidated to speak with you -- instead of you cowering as a product pushing 'closer'.
You come across clearly as the obvious expert.
The only thing I don't like about this process is the idea of 'vomiting' some details about yourself and your company at the outset. My feelings are that if business owners and C-level execs want to know about your company's background, they will stop you and ask. No use starting off with that stuff in the beginning. Sounds self-centered and a little scammy.
I prefer to focus entirely on the prospect and their possible latent opportunities. Let them ask, or at the very least, wait until you've established value before going into a brief 'story' about your company's history.
Starting off a call with company history is a turn off when sales reps do it to me. I think 'here comes the dog and pony show' for that moment and my mind wanders. Always.
Stay focused on the prospect and use latent opportunities, and the nine-block, and the closing process... and you'll do well. Break out into a song and dance about yourself or your company and you will get stuck into that 'another snake oil salesman' category. And will be forced to dig yourself out of that hole you've dug just to prove you are not.
Aside from that part of the sales process, this sales approach is outstanding. Definitely recommended.
I recently purchased this book due to a recommendation from a colleague. I've been in Real Estate Sales for 15 years and always thought of myself as a (very) good salesperson, but got into B to B sales five years ago and wanted to prepare myself to take my business to the next level.
Well, I've been really busy and only to chapter 5 but I can assure you this is the book you hoped to find. My mind has been opened to the dynamics behind corporate sales and decision making. Not that I (or you) don't know it already in concept, but the methodology in this book provides a framework from which you can create predictable, repeatable results. I wish I could download it into my head "Matrix" style, looking forward to finishing this book!
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