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The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning |  |
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The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning | |
The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.
网友对The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning的评论
讲销售技巧的。接受过SPIN的培训，但是SPIN是针对大订单的销售。这本书涵盖了SPIN的内容（但没有SPIN这么详细解释销售拜访中问话技巧），但是关于销售过程的其他方面论述，如差异化营销等等还是很有参考意义的。两周前，参考这本书给销售做了个“差异化营销，我们可以做什么”，效果还不错，呵呵。
对于新入职销售，是一本很好的参考书，虽然旧了点。
学习销售的用书，还可以学英语！
I should have written this in 2015 when I bought it and read it but, had sales to make. This book follows two others to my shelves with outstanding advice. I have followed the LAMP and New LAMP books for fifteen years and this update is perfectly timed. In my strategic accounts where millions are agreed to the tenets of this book align perfectly and I quote,
"The great sales call is neither an argument nor a debate nor an exercise in friendly persuasion. All of these scenarios imply one person speaking AT another. In a great sales call, it's the two of you speaking TOGETHER."
I love it. Buy it, read it, tear it apart and study it page by page, chapter by chapter, section by section.
I am only half way through the book but it has already made an impact on how I interact with my customers and prospects. The most valuable concept I have taken away from the New Conceptual Selling so far is the Natural Thought Process my customers go through when making a buying decision. Looking forward to reading the rest of the book and increasing my sales and profit.
This book promises to change the way people sell and to increase your success rates. Like many books of this type this is more geared to starters than professionals with sales experience. On the positive side there are some nice tips and templates that could help better focus a client/supplier relationship. I booked the book but I am not sure I got that win-win that it talks so much about achieving. Sorry.
This book could be condensed into about 10 pages without losing any significant part of the message. I was looking for some fresh ideas, but this book just reiterates how all major companies have been selling for years.
Again.. pretty 1970s styles of seling a bit boring so I couldn't read it
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