Strategic Selling by Robert B. Miller and Stephen E. Heiman provides practical tips and strategies for selling complex products or services. It offers a comprehensive approach to analyze, articulate, and sell solutions that achieve customer’s goals while maximizing the sales team’s effectiveness.
Understanding your clients
It’s essential to study your clients thoroughly.
This should not only include knowing their needs, but also understanding their decision-making process, power structures, and buying influences.
Having a deep understanding helps to plan a tailored sales strategy for each customer.
Sales Call Planning
An effective sales call is planned meticulously.
Plan your objectives, possible questions, potential objections to your proposal, and your responses beforehand.
Encouraging Participation
During the sales conversation, encourage participation and collaboration from clients.
It fosters relationship building, trust, and understanding of client needs.
Sales Objectives
Always have clear objectives for each sales interaction.
It provides direction and allows for measuring progress.
