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　　The Book That Changed The Way America Does Business In 1987

Miller Heiman published a book that turned conventional thinking on

its head and offered powerful, practical lessons that broke down

the boundaries of traditional product-pitch selling. This modern

edition of the classic Conceptual Selling shows why Miller Heiman

has become the world's most respected name in sales development,

with a client list leading the Fortune 500. And it shows why the

principles of Conceptual Selling are more important today than ever

before. The New Conceptual Selling Even in a world of cyber

commerce, nothing beats a face-to-face meeting. And if you're one

of those men and women who make their living in this highly

demanding environment, this new edition of Conceptual Selling will

change the way you interact with customers and clients, and the way

you conduct your business career. Learn: * How to identify your

customer's real needs and use listening as a powerful selling tool

* How to tailor every sale you make to one specific client-and how

to create a system that is consistent, flexible, and successful *

How to earn and maintain your credibility-by creating a pattern of

Win-Win sales * How to use Miller Heiman Personal Workshops to

identify your strengths and weaknesses-and make the changes you

need to make.

Preface.

Foreword by John Philip Coghlan

Introduction: Two People Speaking ..

PART I / "No Sell" Selling

Chapter 1 / Why Your Customers Really Buy

Chapter 2 / How Your Customers Make BuyingDecisions

Chapter 3 / What We're Striving for: Win-Win...

Chapter 4 / Life Beyond the Product Pitch

PART II/Getting Started: Four Questions to AskYourself Before You

Make the Call

Chapter 5 / Why Am I Here?

Chapter 6 / What Do I Want the Customer to Do?

……

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书籍介绍

The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.