Review of Miller Heiman, The New Strategic Selling. The book emphasises the need for a Win- Win approach to Selling and. Negotiation (as advocated by Fischer and Ury in “Getting to Yes” - in fact. Fischer and Ury prefer “Win- Win or no deal”, which is in line with Miller. Heiman’s insistence that you should walk away from some deals). It stresses. that complex, business- to- business sales are only viable in the context of a.
Win- Win approach the only viable. Miller Heiman defines a Complex Sale as “one in which a number of people. These are four types of people that. Economic Buying Influence: There is only one of these, by definition, and.
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Getting Started - What's In the Blue Sheet? When you first opened the Strategic Selling . Miller Heiman philosophy. Miller-Heiman’s Strategic Selling. Strategic Selling is very well respected. The 9 best sales methodologies for closing. Miller Heiman Group is uniquely positioned to design the capabilities required for you to put the customer at the heart. CRM Ready TM Blue Sheet.
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User Buying Influences: These people have an interest in the product and/or. It will directly affect their productivity or. Technical Buying Influences: These people screen suppliers.
They can range. from people in a buying department or a CAD group. They cannot give a final. Coaches: Also referred to as “Champions” in other texts, Coaches are allies. Sales person to move the order.
Miller Heiman proposes a variant of Stakeholder Analysis to help Sales. Buying Influences (see Wikipedia for various. Stakeholder analysis). This is called the Buying Influences Chart. Miller Heiman approach called. Blue Sheet (though this is not covered in the book).
Sales Access Manager Miller Heiman Sales Process Enablement through Customer Relationship Management Integration. Backed by Miller Heiman’s Strategic Selling.
Stepping down into the detail of the Buying Influences’ behaviour, four. Response Modes are defined: Growth: The Buying Influence wishes to improve on. They are ready to invest in a solution to.
Trouble: The Buying Influence has a problem that is causing his results to. Even Keel: The Buying Influence is content with the current situation. Overconfident: The Buying Influence has an inaccurate understanding of the. Understanding which of these Response Modes applies to each of the Buying.
Influences for a particular deal allows a Sales person to assess the difficulty. Win- Result (see below) for that buyer. The last two Response. Modes clearly pose a trickier problem than the first two. A Win- Result is a concept that reflects the dual aspects of any. Miller Heiman states that, in order to be confident of the support. Buying Influence for a deal, it is necessary to satisfy their needs as.
Result that satisfies. Win for the person. The use of Red Flags helps in tracking one’s progress in working. Buying Influences (a process that Miller Heiman calls “Covering the.
Bases”). Miller Heiman stresses the importance using situation- specific. Strengths to eliminate Red Flags. That is, to realise that only the product or. Strengths. Other features, no matter how innovative or. As well as the above concepts, Miller Heiman explains a couple of useful. The Buying Influencer’s Chart has already been mentioned.
This consists. of four squares, one for each type of Buying Influence. The names of the Buying. Influencers are put into each square and annotated with their Degree of. Influence (with respect to the deal in question), their current Response Mode. Miller Heiman also describe a Sales Funnel.
They do not claim that this is. I think) useful point: when working on. Sales Funnel, one should proceed in the order Best Few, Universe, Above the.
Funnel, In the Funnel. This ensures that the funnel is constantly fed and. Personally, I had some trouble with the book's length and style. It is. rather long and, in my opinion, there should be infinitely more references. Also, while much space is devoted to selling.
Miller Heiman approach to the reader, there is no acknowledgement of prior. Sales methodologies. Overall, however, I believe that the book is well worth reading for the.
I hope that this review is helpful to you.