The New Conceptual Selling

In this summary you will learn

• Why, in sales, listening is more important than talking
• Which five types of questions you should ask during a sales call
• How to master the “golden silence” principle

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Why you should read The New Conceptual Selling

Throw the old rules of traditional sales out the window. Stephen E. Heiman and his co-authors, Diane Sanchez and Tad Tuleja, state in no uncertain terms that to remain a successful sales professional, you need to change the way you view the selling process. They advocate a customer-driven model of sales as the only approach for long-term success. The book includes "personal workshops" to allow you to apply these concepts directly to your sales situation. getAbstract recommends this book to anyone frustrated by the limitations of product-pitch selling. Note: This book is a revision of Conceptual Selling (by Robert Bruce Miller with Heiman and Tuleja, Warner Books, 1987), which has been updated to reflect the economy of today and tomorrow.

About the Authors

Stephen E. Heiman, Diane Sanchez, and Tad Tuleja wrote The New Strategic Selling and Selling Machine. Heiman is the co-founder of Miller Heiman, Inc., a sales consulting firm, where Sanchez is the President and CEO. Tuleja, the author of Beyond the Bottom Line, is a former staff writer for the firm.