Strategic Selling

by Robert M. Miller

Strategic The Unique Sales System [Jan 01, 1987] Robert B. Miller and Stephen E. Heiman

Genres: Business

319 pages, Hardcover

First published January 1, 1987

About the author

Robert M. Miller was an American equine behaviorist and veterinarian, best recognized for his system of training newborn foals known as imprint training. Miller is also one of the early adopters and promoters of relationship-based horsemanship. His work is often referred to by equine clinicians. He has served as a judge in the annual Road to the Horse competition, and also was a co-founder of the "Light Hands Horsemanship" concept and annual clinic.

Reviews

[Charlie Hecke · Rating 4 out of 5]

I have had the experience of both teaching Strategic Selling and living it as a sales person. It helps you learn how to sell larger accounts with more potential. Miller lays out a game plan to help you cover all the bases and identify possible red flags.

The brilliance in Strategic Selling is that different buyer types are identified Economic, Technical, User, etc) . There are also buyer modes to help you anticipate individual reaction to your proposals. So, if one customer is in 'growth' and another is in 'trouble', you may have an issue if you treat them the same way.

One drawback of Strategic Selling is that it does not address how to successfully crack competitive accounts or how to penetrate new accounts. This is one reason We developed the http:www.target10towin.com program.

The best application of Strategic Selling is large accounts and customer based selling plans where you want to find new opportunities. Strategic Selling is also great for coaching tenured sales people who may not be as receptive as new hires. If you read and apply Strategic Selling, you may find your closing percentage increases without applying pressure or being pushy. You may also find you are more proactive in your sales efforts.

Charlie Van Hecke
www.slestrainer4u

[Alex Gordon · Rating 2 out of 5]

The part about knowing who you are trying to sell to seems elementary and over explained. Hopefully for all sales folks, that's kind of the first thing right? How can you find a win win if you don't know what they consider a win?

I wish this book spoke more about how to pinpoint their true fears, objections, and/or interests because that takes a lot of experience in asking questions in specific ways and then repeating them back to them to check if the person really believes what they just said or is just being slimy, etc...

I think a lot more can be said about your "ideal customer" too. That's a big deal to me