The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning

by Robert B. Miller, Stephen E. Heiman, Tad Tuleja

Book Overview

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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0446695181
• Release Date: April 2005
• Publisher: Business Plus
• Length: 386 Pages
• Weight: 0.73 lbs.
• Dimensions: 8.0" x 1.0" x 5.5"

Customer Reviews

A Must Have For Sales Personnel

This book, together with "The New Strategic Selling" should be mandatory for any sales person. The framework it describes aims for Win-Win sales, steering the sale through a deep understanding and fulfillment of the customer true needs, in a very honest and systematic way. Highly recommended!

I am so happy I read this book!

I read this book right as I was getting out of sales, but this past week I was able to share some of the principles from it with a friend that was just entering sales and it has sky rocketed his results. He told me that he even recieved a bonus from his boss! Truly a book that every person should read whether in the sales field or not because every person needs to better the art of communication. This ones a winner!

Revised, Updated...and Better

NOTE: The review which follows is of the revised and updated (i.e. most recently published) edition co-authored by Robert B. Miller and Stephen E. Heiman with Tad Tuleja. I read the first edition of this book when it was published 18 years ago. Hence my curiosity about this edition. What's new? In fact, a great deal. Miller and Heiman have thoroughly revised the original material, "page by page, to tighten the prose, clarify explanations, and provide up-to-date examples from [current and recent] Miller Heiman clients." For example, they have refined their explication of Concept and product (as indicated in Chapter 4) and expanded their discussions of Question Types while providing clarifications of two concepts which, apparently, often prove puzzling: Action Commitment and Valid Business Reason. They have also included discussion of Single Sales Objective in Chapter 5. (This concept was originally developed within the Strategic Selling program and is now a component of Conceptual Selling.) "Most dramatically, we have revised the entire sequence of the Conceptual Selling `modules'...Another new element is a question-and-answer epilogue where we address some of the interesting challenges which our clients have posed to us." Miller and Heiman respond to 15 questions generated by their "continuing dialogue" with those who enroll in various Conceptual Selling workshops. For example: #1. Isn't Conceptual Selling just another name for consultative selling? A: "There are similarities, to be sure, but they're not the same." Miller and Heiman pay due respect to Mark Hanan (author of another business bestseller, Consultative Selling) while explaining how his ideas -- which they greatly admire -- and theirs differ. See the complete response to this question pages 348-349. #6. Having a Valid Business Reason implies that you know something about the customer before you go in. How do you do that when you're making a cold call? A: "You're still making cold calls? The whole point of a Valid Business Reason is to render them unnecessary." How so? See the complete response to this question on page 349. #14. Is Unique Strength another name for "competitive advantage"? And should I compare my company's Unique Strengths to those of the competition? A: "Not exactly." Miller and Heiman briefly explain that, in economic theory, a "competitive advantage is a point of superiority that one company has over its competitors" whereas a "Unique Strength is much more specific than that: It's the contribution [italics] one company's solution can make make to [italics] one customer in [one] area that the customer perceives as better than any competing solution." See the complete response to this question on pages 361-362. NOTE: In Buyer-Approved Selling: Sales Secrets from the Buyer's Side of the Desk, Michael Schell also suggests all manner of strategies and tactics by which to formulate and then present what Miller and Heiman identify as a Unique Strength. Presumabl

Combine it with "Strategic Selling" and start selling!

I read this book to prepare myself for a salescourse at the company where I work. As it turns out I am no salesman, but the trainer did note that I had a very good insight into the salesprocess. So good, in fact, that he advised me to become a selling consultant for my company instead of a salesman. All that, thanks to having read this book in combination with "The New Strategic Selling" (also by Heiman). If you really want to start selling, you must read this book!

Highly Recommended!

Throw the old rules of traditional sales out the window. Stephen E. Heiman and his co-authors, Diane Sanchez and Tad Tuleja, state in no uncertain terms that to remain a successful sales professional, you need to change the way you view the selling process. They advocate a customer-driven model of sales as the only approach for long-term success. The book includes "personal workshops" to allow you to apply these concepts directly to your sales situation. We ...recommend this book to anyone frustrated by the limitations of product-pitch selling. Note: This book is a revision of Conceptual Selling (by Robert Bruce Miller with Heiman and Tuleja, Warner Books, 1987), which has been updated to reflect the economy of today and tomorrow.