Summary of The New Strategic Selling

"The New Strategic Selling" is a book that provides a comprehensive and practical guide to developing and executing a successful sales strategy. The authors, Robert B. Miller and Stephen E. Heiman, introduce a new approach to selling that focuses on understanding and addressing the needs and concerns of the customer. The book outlines a step-by-step process for identifying key decision makers, understanding the decision-making process, and developing a tailored sales approach to meet the unique needs of each customer. It also emphasizes the importance of building strong relationships with customers based on trust and mutual respect. Throughout the book, the authors provide real-world examples and case studies to illustrate their principles and techniques. They also offer insights into common sales challenges and strategies for overcoming them. Overall, "The New Strategic Selling" provides sales professionals with a valuable resource for improving their sales performance and achieving greater success in the marketplace.