The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best...

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies | Stephen E. Heiman, Tad Tuleja | Wow!Wow!Wow!

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The New Strategic ...

	The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Stephen E. Heiman, Tad Tuleja Business Plus, 2005 - 448 pages average customer review:based on 34 reviews view larger image
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highly recommended

Opportunity Management Process

Many times a sales person can get confused identifying the players, the probability of change, the timing, the competition, the politics of a sales opportunity. Following the Strategic Selling process lays out an effective plan that leverages the key benefits of the sellers/buyers solution, and minimizes price as the principle buying criteria. Strategic Selling provides a process for what successful sale people do consistently-Plan. This book lays out a process that is also a two day class used by many global corporation's sales forces. The book is not a replacement for the class, but if you are selling B2B the process is well documented, and will put you on the right track. I have been teaching and using this process for 13 years and I have not found a better sales opportunity planning process. I think you can learn more from this book than from 100 sales calls.

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Wow!Wow!Wow!

If knowledge is power, then the knowledge in this book will make you soar. Amazing how liberating and purifying insight can be! This book, in my opinion, found a perfect balance between theoretical framework and hands-on, immediately applicable knowledge. They say that knowledge is a dispeller of darkness, and that is exactly what I experienced. Although for the last five years, I am more or less successful in the sales arena, I, for the most part, never really understood the underlying sales process and the importance of a strategy, but was lost in the little techniques and good people skills. Uncertainty, and thereby fear and luck, were ruling almost all my sales efforts. What this book provided me with is a straight-forward, structured and repeatable sales system that takes out most of the uncertainty and replaces it with knowledge about oneself and the customer, and shows a practical path to creating value-based, long-lasting and satisfying customer relationships.

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Perfect Introduction

A clear, concise guide that is as informative as it is practical. The book is centred on a thesis of sales made in partnership with the client through collaborative and symbiotic relations.

One of the best sales books I have read, no hype just basic strategy and tactics. Unlike other texts, there are no formulas or step-by-step solutions for all situations, however the questions posed are sufficiently provocative to help any sales person define the problem and select tactics for its solution.

An entertaining read that should be obligatory reading for all sales professionals.

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TERRIFIC BOOK - SOUND ADVICE

Teaching effective sales techniques is part of what I instruct in my business management/entrepreneurship courses. If I had to rely on one book alone to recommend to those who want to learn more about selling techinques and hone up on their skills, this book would be one of the very first I would recommend. Part of successful selling stems from a natural talent. Some individuals could sell snow shoes to desert dwellers; they are, indeed, born with such a special gift. For others, the task is not always an easy one. This book is full of top-notch advice about knowing your customer, and planning/implementing a strong and effective sales strategy - one that is bound to put you on the winning track. If you are in sales, you will not want to miss this great book.

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Highly Recommended!

Stephen E. Heiman and Diane Sanchez present a fully revised and updated version of a previously successful book Strategic Selling. They emphasize the need to know more than the basics of ?tactical selling,? so you can make ?Complex Sales,? which require the approval of two or more buyers. They provide a how-to blue print, drawing on material from their training program. The book shows step-by-step how to apply strategic selling to a current sales account. This excellent, well-organized, tightly written book includes examples and charts to guide the analysis process. We at ... recommend this book to sales managers and salespeople who are handling complex sales to corporations, governmental entities, or non-profit organizations.

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reviews: 1, 2, 3, 4, 5, page 6, 7

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