Successful selling requires a strategic approach from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
Selling is not merely a transactional activity but rather a strategic process that requires careful planning and execution. It is about much more than just convincing a prospect to make a purchase; it involves understanding the customer's needs and motivations, identifying the best way to meet those needs, and developing a tailored approach to close the deal. Successful selling requires a deep understanding of the customer's business, industry, and challenges, as well as the ability to position your product or service as the ideal solution to their problems.
A strategic approach to selling involves more than just following a script or relying on slick sales tactics. It requires a thorough understanding of the customer's buying process and decision-making crit...
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