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The New Conceptual Selling

The Consultative Communication Process for Solution-led Selling

By: Stephen E. Heiman

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Paperback | 3 June 2011 | Edition Number 2

At a Glance

Paperback
240 Pages

Edition Type
Revised

Dimensions(cm)
23.5 x 16 x 1

Paperback

$97.75

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The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.

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