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For the Accounts You Can't Afford to Lose: The Strategies that Will
Keep Your Customers Coming Back Whether your company has $50,000 or
$5 million in sales, chances are that at least half of your revenue
comes from a few crucial accounts. What does it take to keep them
going strong? The authors of The New Strategic Selling and The New
Conceptual Selling present a hard-hitting, no-nonsense book of
techniques to improve your most important business relationships.
Updated with recent examples of actual success stories, this new
edition explores how online click speeds have resulted in highly
sophisticated customers who expect all services to be done in "real
time." Discover: * The Long View: Studying and really understanding
your company-and your customer's business-can mean years of selling
success * "Lamp" Strategies: Activate a Large Account Management
Process strategy to turn your best customers into permanent
"external assets" * Trends and Market Forces: Constantly identify
and reappraise the conditions that can make your services more
crucial than ever * Channels of Communication: The right contacts
and communication lines will help you make key changes-before it's
too late!
The New Conceptual Selling has turned conventional sales thinking
on its head by offering powerful, practical lessons that break down
the boundaries of traditional product pitch selling. Based on the
world-renowned Miller Heiman sales training programme, which has
been adopted by some of the world's top companies, it is a
thoroughly validated systematic process that has been shown to
produce immediate, significant and reliable sales increases.
Through listening to the customer and identifying their 'concept',
it will teach sales directors, managers and executives how to
identify customers' real needs, tailor every sale to one specific
client, and earn and maintain credibility.
Learn from one of the bestselling books on sales ever published,
which has cemented itself as the must-read for any sales or
marketing professional, written by leaders at Miller Heiman - the
global lead in sales and development. Strategic Selling presented
the idea of selling as a joint venture, introducing the influential
concept of 'win-win' and making it one of the bestselling books on
sales ever published. The response to 'win-win' was immediate and
fundamentally changed sales and marketing with its rejection of
manipulative tactics, in turn positioning Miller Heiman as a global
leader with the most prestigious client list in the industry. Now,
learn from the latest, third edition of this genuine business
classic with The New Strategic Selling which confronts the rapidly
changing world of B2B sales including: - Real-world examples -
Strategies for confronting the competition - New content on the
most common challenges and questions from the Miller Heiman
workshop The New Strategic Selling remains essential reading for
any sales directors, managers or executives in any type of company
and industry.
Whatever a company's sales revenue, chances are that a majority
comes from a few crucial accounts. The New Successful Large Account
Management, ideal for sales directors, managers and executives,
shows businesses how to protect and develop those critical accounts
they can't afford to lose. Based on the proven Miller Heiman Large
Account Management Process, which is used successfully by some of
the world's largest companies, it is crammed with examples of real
success stories and proven strategies to keep customers coming
back. By following the clearly defined and dynamic approach to the
account planning process, readers will close more business and
introduce winning sales systems into their organization.
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Paperback
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R398
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Discovery Miles 3 300
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