The New Conceptual Selling The one-to-one selling system that builds a win-win buyer-seller relationship 2nd edition Robert B Miller & Stephen E Heiman with Tad Tuleja "Shows you why customers buy and what motivates them to buy from you" Geoff Vinall, Head of Sales, Serco Group plc REAR COVER: "If you are going to use one book in sales, it should be Conceptual Selling. You will learn ideas that will make you more successful than you ever imagined." Dan Salbego, former Senior Account Representative, Fort James "Our sales executives closed a previously stagnant account two and a half weeks after working on that account in the Miller Heiman programme." Andy Alberts, former Corporate Sales Training Director, First Data Corporation The book that changed the way sales professionals do 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 classic work, now thoroughly updated, shows why Miller Heiman has become the world's most respected name in sales development with a client list that includes some of the world's top companies. The new edition shows why the principles of Conceptual Sellingr are more important today than ever before. Even in a world of cyber commerce, nothing beats a face-to-face meeting.

And if you're one of those people who make their living in this high-pressure, highly demanding environment, The New 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 customers' real needs; - tailor every sale you make to one specific client; - earn and maintain your credibility.