The New Strategic Selling Book Summary - The New Strategic Selling Book explained in key points
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The New Strategic Selling summary

Robert B. Miller, Stephen E. Heiman and Tad Tuleja

The Unique Sales System Proven Successful By the World’s Best Companies

4.1 (99 ratings)
13 mins

Brief summary

The New Strategic Selling by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja is a sales book that provides new strategies for selling in a complex business environment. It emphasizes the importance of understanding the customer's needs and decision-making process.

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    The New Strategic Selling
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    Your selling ability depends on your strategy and tactics.

    Imagine you’re managing Manchester United and you’re set to play against Real Madrid next week; you wouldn’t come into such an important match without a carefully considered game plan. Sales work the same way: you need a strategy.

    A lot of companies fail to develop a strategy and make the mistake of planning as they go. The author has found that most of the sales representatives who attend his Strategic Selling workshop don’t spend much time planning, and prefer to focus on the sales process itself.

    In other words, they focus on their tactics, what they do during this process, instead of their strategy, the overall plan for selling products or services.

    However, strategy and tactics go hand in hand. Think of your strategy as homework; set out a plan in advance, but be prepared to adapt it during the actual sales process.

    You can’t have lasting success in sales without a strategy, just as you can’t go into battle without setting up your troops first.

    Strategy and tactics are equally important because they cover different objectives for the salesperson. Strategy is about long-term goals whereas tactics are about the short term.

    Your short-term objective might be to make as many individual sales as possible, for instance. A long-term objective might be to maintain a good relationship with your clients so they’ll stay open to new deals in the future. Tactics help you make individual sales and strategy covers your accounts.

    Strategy and tactics don’t work without each other, either. You might use clever tactics to get a company to buy your products quickly, but if they don’t suit the company’s long-term needs they won’t buy from you again – or recommend you to anyone else.

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    What is The New Strategic Selling about?

    New Strategic Selling (1995) teaches you how to close sales in the most positive, beneficial way for both you and your buyer. Long-term success in sales is all about building relationships, satisfying your customers and identifying the key factors that influence the sale, and these blinks will set you on your way.

    The New Strategic Selling Review

    The New Strategic Selling (2005) is a comprehensive guide for professionals looking to master the art of sales. Here's why this book is definitely worth reading:

    • It provides a proven framework for navigating complex sales processes and closing deals, offering practical strategies that can be applied in any industry.
    • With its emphasis on building strong customer relationships, the book helps readers develop trust, credibility, and long-term partnerships with clients.
    • Packed with real-world examples and actionable tips, the book keeps readers engaged and motivated while learning essential sales techniques.

    Best quote from The New Strategic Selling

    People buy when, and only when, they perceive a discrepancy between reality and their desired results.

    —Robert B. Miller, Stephen E. Heiman and Tad Tuleja
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    Who should read The New Strategic Selling?

    • Salespeople
    • Anyone who wants to get better at building lasting business relationships

    About the Author

    Robert B. Miller has consulted and made sales with many Fortune 500 companies including Ford and General Motors. He created the sales systems used at Miller Heiman, a prestigious organization that offers sales programs and systems to professionals. He’s also the co-author of best-selling books such as Conceptual Selling and The 5 Paths to Persuasion.

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    The New Strategic Selling FAQs 

    What is the main message of The New Strategic Selling?

    The main message of The New Strategic Selling is the importance of building strong customer relationships and adapting your sales approach to meet the customer's needs.

    How long does it take to read The New Strategic Selling?

    The reading time for The New Strategic Selling varies depending on the reader's speed. However, the Blinkist summary can be read in just 15 minutes.

    Is The New Strategic Selling a good book? Is it worth reading?

    The New Strategic Selling is worth reading as it provides valuable insights and strategies for sales professionals to succeed in a competitive market.

    Who is the author of The New Strategic Selling?

    The authors of The New Strategic Selling are Robert B. Miller, Stephen E. Heiman, and Tad Tuleja.

    What to read after The New Strategic Selling?

    If you're wondering what to read next after The New Strategic Selling, here are some recommendations we suggest:
    • SPIN Selling by Neil Rackham
    • Smart Calling by Art Sobczak
    • Agile Selling by Jill Konrath
    • Follow Up and Close the Sale by Jeff Shore
    • Coaching Salespeople into Sales Champions by Keith Rosen
    • The Science of Selling by David Hoffeld
    • The Challenger Sale by Matthew Dixon and Brent Adamson
    • CMO to CRO by Mike Geller
    • Power Questions by Andrew Sobel & Jerold Panas
    • 12 Rules For Life by Jordan B. Peterson