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The Miller Heiman Strategic Selling Methodology
>> YOUR LINK HERE: ___ http://youtube.com/watch?v=d3eACAlFRps
Robert Miller and Stephen Heiman were the founders of the hugely successful sales training business, Miller Heiman (now part of Korn Ferry). Their sales methodology focuses on Strategic Selling. • The Book of the Course! • Sales Skills: A Management Courses Introduction • This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason. • Get the Kindle Exclusive book from: https://geni.us/TL5BKeD • Watching this video is worth 2 Management Courses CPD Points*. • 🔎 See below for details • Sales and Selling Skills • This video is part of course module 8.4.4 • Program 8: Managing Customers and Clients • Course 4: Sales / Selling Skills • Section 4: Masters of Selling • • Other videos in this section include: • 🎬 Dale Carnegie: How to Win Friends and Sell to Them • Dale Carnegie: How to Win Friends and... • 🎬 Mary Kay Ash: The Mary Kay Way of Selling • Mary Kay Ash: The Mary Kay Way of Sel... • 🎬Neil Rackham: SPIN Selling • Solution Selling: Neil Rackham's SPIN... • 🎬 Daniel Pink: To Sell is Human • Daniel Pink: To Sell is Human • • LESSON NOTES • The Miller Heiman approach to selling puts a clear focus on the various stakeholders and relationships within a complex business-to-business transaction. • The Three-step Process • 1. Categorizing the different contacts and the roles in your prospect’s business by their influence on the sales outcome. • 2. Determining a prospect’s level of support for your product or service by identifying stakeholders who will support or oppose your proposal. • 3. Influencing the stakeholders to help them make their buying decision. • The Four Purchase Influencer Types • 1: Decision-makers – or ‘Economic Buyers’ • 2: Users – or ‘User Buyers’ • 3: Guardians – or ‘Technical Buyers’ • 4: Coach – or Champion • Buying Attitudes • 1. Growth Mode • 2. trouble Mode • 3. Even Keel • 4. Overconfident • • DOWNLOADS • Free Resources • 🧰 CPD Tools - https://gum.co/MC-CPD • Paid resources • 🧳 Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3) • RECOMMENDED READING • The New Strategic Selling https://geni.us/Zt2Z9n3 • The New Conceptual Selling https://geni.us/9VyoEMn • Selling Machine https://geni.us/s3nb • There are many books that introduce sales and selling. These are the ones I have, and can recommend: • 📖 To Sell Is Human https://geni.us/L2EQmt • 📖 The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5 • 📖 SPIN Selling https://geni.us/Ir5xu • 📖 The Psychology of Selling https://geni.us/AjR8AA • • ⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos • Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-... (the links are affiliated) • MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS • You can record your Management Courses CPD points on our free, downloadable CPD record log. • 📓 Download it at: https://gum.co/MC-CPD • Each video has two levels of MC CPD points. For this video: • If you watched the video, record 2 MC CPD points • • CHAPTER MARKERS • 00:00 - Miller Heiman - Strategic Selling • 00:23 - The Miller Heiman Process • 01:36 - The four Miller Heiman Purchase Influencer types - 1: Decision-makers - ‘Economic Buyers’ • 02:22 - Users - ‘User Buyers’ • 02:51 - Guardians - ‘Technical Buyers’ • 03:40 - Coach - ‘Champion’ • 04:19 - Buying Attitudes • 06:00 - Concluding remarks • #ManagementCourses #Sales #MillerHeiman
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