The New Conceptual Selling

The third edition of The New Conceptual Selling is thoroughly revised and updated, taking into account changes in the industry. The book offers powerful and practical lessons which break down the boundries of traditional product-pitch selling. "Conceptual Selling" is a thoroughly validated systematic process that has been shown to increase sales and profitability. Based on the Miller Heiman training programme, it puts the emphasis on the customer's needs and advises the reader how to tailor every sale made to one specific client. The book advises readers how to create a system that is consistent, flexible and successful and how to use Miller Heiman Personal Workshops to identify your strengths and weaknesses. Even in a world of cyber commerce, nothing beats a face-to-face meeting. The New Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career.

To win business in today's selling environment you have to understand customer issues at a whole new level. Conceptual Selling makes every sales call count toward revealing why customers are really buying and what you need to do to win their business. Sam Reese, Predsident and CEO, Miller Heiman, Inc. "If you are going to use one book in sales, it should be Conceptual Selling. You can learn ideas that will make you more successful than you ever imagined." Dan Salbego, Senior Account Representative, Fort James "Conceptual Selling is a new approach to an old target. A fresh and honest approach." Barbara Houghton, Manager, Sales Development, Citicorp Diners Club "Conceptual Selling helps set expectations of where the deal is and ties it to a realistic metric. This prevents pushing for commitment ahead of a client's ability to do so."Ed Valigursky, Director, Sales Development, Telecommunications Techniques Corporation