Discover unparalleled sales strategies in ‘The New Strategic Selling’ by Robert B. Miller and Stephen E. Heiman. This book offers practical insights and reliable advice for anyone looking to understand and implement strategic selling techniques.
Mapping the Sales Landscape
Successful strategic selling often necessitates the thorough mapping of the sales landscape.
Here, understanding the various influences, from economic to the individual level, that shape buying decisions is key.
The Magic of Coercion
While coercion is traditionally seen negatively, it can reflect a seller’s capacity to persuade and convince.
It is how the seller uses coercion that makes the difference.
Handling Objections
Objection handling is a critical aspect of sales.
Rather than avoiding objections, it is beneficial to acknowledge and address them to close a sale successfully.
Chasing versus Qualifying Leads
The process of qualifying leads helps differentiate between potential buyers and those unlikely to make a purchase.
It saves time and efforts compared to blindly chasing leads.
