Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Miller Heiman Strategic Selling - 1 Page Summary


Published on

A one-page summary of "The New Strategic Selling" by Miller Heiman Group.

Published in: Sales

Miller Heiman Strategic Selling - 1 Page Summary

  1. 1. Strategic Selling (MHI) > Build credibility via: (a) like rank selling = leverage internal people who are peers (role & seniority) to engage target buyers (b) referrals/case studies (c) executive briefings by internal or external experts > Early on, admit you are higher priced but better; similarly, frame discounts in writing as one-time special deals > Work the funnel: prospect  qualify  cover the bases  close the order (More detailed summary: Assess how you feel about closing the sale (be wary of blissful happiness or total panic). Build action plans for alternate positions that eliminate red flags (up to 5 items) ID & rate changes that may affect the single sales objective Assess your current position Assess each buyer Buyer Type Economic User Techincal Coach Buyer Mode Growth Trouble Even-keel Over-confident Influence High Medium Low Current Disposition (towards deal) -5 | -4 | -3 | -2 | -1 | 1 | 2 | 3 | 4 | 5 Win: (individual benefit; ex: recognition) ______________________________________________ Result: (measurable impact on client’s employer; ex: ROI) ______________________________________________ Additional Tips: