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Miller Heiman Strategic Selling - 1 Page Summary

This document provides tips for strategic selling. It recommends building credibility through peer referrals, case studies, and expert briefings. It also suggests admitting higher prices but better quality early on, and framing discounts as special deals. Finally, it outlines funneling prospects through qualifying, covering bases, and closing orders.

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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: https://www.linkedin.com/pulse/new-strategic-selling-book-summary-jeremey-donovan) 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: