Powerful ideas from top nonfiction
Try Blinkist to get the key ideas from 7,000+ bestselling nonfiction titles and podcasts. Listen or read in just 15 minutes.
Start your free trial
Blink 3 of 8 - The 5 AM Club
by Robin Sharma
Listen to the Intro
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
13 mins
Topics
Table of Contents
The New Strategic Selling
Summary of 6 key ideas
Audio & text in the Blinkist app
Key idea 1 of 6
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.
Want to see all full key ideas from The New Strategic Selling?
Key ideas in The New Strategic Selling
More knowledge in less time
Read or listen
Get the key ideas from nonfiction bestsellers in minutes, not hours.
Find your next read
Get book lists curated by experts and personalized recommendations.
Shortcasts New
We’ve teamed up with podcast creators to bring you key insights from podcasts.
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.
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
Who should read The New Strategic Selling?
- Salespeople
- Anyone who wants to get better at building lasting business relationships
Categories with The New Strategic Selling
Books like The New Strategic Selling
People ❤️ Blinkist
Sven O.
It's highly addictive to get core insights on personally relevant topics without repetition or triviality. Added to that the apps ability to suggest kindred interests opens up a foundation of knowledge.
Thi Viet Quynh N.
Great app. Good selection of book summaries you can read or listen to while commuting. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.
Jonathan A.
Life changing. The concept of being able to grasp a book's main point in such a short time truly opens multiple opportunities to grow every area of your life at a faster rate.
Renee D.
Great app. Addicting. Perfect for wait times, morning coffee, evening before bed. Extremely well written, thorough, easy to use.
People also liked
Start growing with Blinkist now
28 Million
Downloads on all platforms
4.7 Stars
Average ratings on iOS and Google Play
91%
Of Blinkist members create a better reading habit*
*Based on survey data from Blinkist customers