Rating: 
Summary: Great Book... But Be Prepared
Review: This is a fantastic book and definitely warrants the praise thats been lavished upon it for the past 15-20 years. However, be forewarned, the book isn't an easy read. You should also be aware that, at 424-pages, it isn't a quick read either. However, if you're willing to put in the requisite time and effort, you will find one of the best books on "complex" sales ever written. I also highly recommend Bosworth's "Solution Selling" and Parinello's "Selling to Vito." Any and all of these three books are established classics. Overall grade: B+/A-
Rating: 
Summary: Superb! Updated, revised and 100% useful
Review: This is the BIBLE for customer focused consultative selling!If you are a sales professional or manager interested in revving things up and taking your sales team to the next level this is the program to do it! Step by step instructions for detailed account management , opportunity assessment , identification and how to build trust, get the customer to help you understand their needs and then to help you close the deal! The system is like all Miller- Heiman programs- very detailed and filled with examples. This is perfect for helping salespeople who tend to go to one person at a client and not expand into the account- learn about other people and how they can influence decisions. Underlying message is the more your know- the less you hear "NO!" I first did this program as a salesperson over 10 years ago- since then I have taught the program 4 times- I personally learn each time I do so. Other programs by Miller-Heiman are all built upon this program and its sister program Customer Focused Selling. Their advanced LAMP ( Large Account Management ) program requires this as a pre-requisite. Clients of Miller-Heiman include big pharmaceutical companies, top automotive manufacturers and suppliers, I took a class in Chicago with the sales team responsible for selling the big 3 transmissions! Telecon companies use Miller-Heiman. Electronics mega-sellers use the system. Can your business benefit from the system designed to maximize the output of every sales call?
Great book to read before your next sales team meeting.
Rating:
Summary: This Teaches you how to go into a Sales call
Review: This will Teache you how to go into a Sales call, With a plan, outline and a goal, Very good worth buying, giving to your sales managers.
Rating:
Summary: This Teaches you how to go into a Sales call
Review: This will Teache you how to go into a Sales call, With a plan, outline and a goal, Very good worth buying, giving to your sales managers.
Rating:
Summary: Strategy as a selling tool, powerful and well encapsulated.
Review: Useful and self-contained. To anyone involved in selling, both tangibles and intangibles, this book provides a basic and powerful methodology based on a "non-manipulative selling philosophy" that is easy to understand and rather straight forward to apply. It is specially good for seasoned salespersons that can recognize familiar components of the traditional sales approach and that have the true experience to value "life-long" realtionships with customers. For consultants and sellers of intangibles, it provides a valid road map to identify role-players and decision-makers. For new salespersons, it helps them to think strategically. The authors seem to forget the permanent pressure salespeople have and the way sales objectives are set, so some comments do no fit the real world (like relinquishing an account, or letting a client go away), and fall in a rather romantic view of the profession. Although at first it seems geared toward large corporate and tangible accounts, with a little manipulation and some easing of documentation (desk-time) requirements, the methodology can be used in any selling environment. It is straight-forward and simple to use; reduces uncertainty about the process and provides the user (the salesperson) a sense of control over his/her environment and participants. Since change is a constant, and salespeople are inmersed today in a variety of CRM (Customer Relationship Management) strategies and techniques, this books fits nicely within it since it is the Customer and our Relationship with him/her that is at the center of it. It is a good, solid investment.
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