EPUB EBook by Robert B. Miller
EBook DescriptionThis is an excellent book that recasts traditionally tactically- EPUBoriented sales as a long-term strategic process. Strategic Selling EPUB EBook Rather than "calls to action" and personality types, it's all about identifying all the buying influences and finding out about them: their role in the specific sale, level of influence, views of the situation, win-results.
While the book contains approaches to dealing with obstacles (such as Technical Buyers pretending to be the Economic Buyer), the emphasis is on a high level view of sales, including managing revenue variance, assessing fit, and determining whether the customer is ready for a sale.
I recommend this to those looking for a foundational understanding of corporate sales. Like this book? Read online this: Rackham Sales Professional's Two-Book Bundle, Still Selling.
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