The Miller Heiman Strategic Selling method promotes the concept of selling as a strategic partnership between the buyer and seller, and the idea of creating a win-win for both parties.įurther, the method teaches salespeople to look for "red flags" in a deal, and presents them with a base for controlling big accounts called the "Blue Sheet". It provides you with rules and best practices to align your goals with that of customers. Think of a sales methodology as a blueprint to guide your actions as a sales rep. Miller Heiman Strategic Selling: A sales methodologyīefore we delve deeper, you're probably wondering, what even is a sales methodology? Let’s take an in-depth look at what this sales strategy is and how you can use it to boost sales. Introduced in 1985 by consultants Robert Heiman and Stephen Heiman, the sales method provides a proven framework for sales professionals to understand B2B selling and consistently close large accounts. That’s the same philosophy behind Miller Heiman Strategic Selling. In other words, laying in the groundwork. Abraham Lincoln famously said, if he had six hours to chop down a tree, he’d spend the first four sharpening the axe.
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