Open in the App Open in the App Open in the App
Get the key ideas from

The New Strategic Selling

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

By Robert B. Miller, Stephen E. Heiman, Tad Tuleja
12-minute read
Audio available
The New Strategic Selling: The Unique Sales System Proven Successful By the World’s Best Companies by Robert B. Miller, Stephen E. Heiman, Tad Tuleja

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.

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

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.

Go Premium and get the best of Blinkist

Upgrade to Premium now and get unlimited access to the Blinkist library. Read or listen to key insights from the world’s best nonfiction.

Upgrade to Premium

What is Blinkist?

The Blinkist app gives you the key ideas from a bestselling nonfiction book in just 15 minutes. Available in bitesize text and audio, the app makes it easier than ever to find time to read.

Discover
3,000+ top
nonfiction titles

Get unlimited access to the most important ideas in business, investing, marketing, psychology, politics, and more. Stay ahead of the curve with recommended reading lists curated by experts.

Join Blinkist to get the key ideas from
Get the key ideas from
Get the key ideas from

The New Strategic Selling

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

By Robert B. Miller, Stephen E. Heiman, Tad Tuleja
  • Read in 12 minutes
  • Audio & text available
  • Contains 7 key ideas
Upgrade to Premium Read or listen now
The New Strategic Selling: The Unique Sales System Proven Successful By the World’s Best Companies by Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Synopsis

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.

Key idea 1 of 7

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.

Upgrade to continue Read or listen now

Key ideas in this title

Upgrade to continue Read or listen now

No time to
read?

Pssst. Sign up to your secret to success: key ideas from top nonfiction in just 15 minutes.
Created with Sketch.