The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century
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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century

3.71 of 5 stars 3.71  ·  rating details  ·  217 ratings  ·  16 reviews
The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created S...more
Paperback, 448 pages
Published November 16th 2008 by Business Plus (first published January 1st 1985)
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It's alright, but the figures and diagrams suck. It does try to make the selling process more complicated than it needs to be.
This is an excellent book that recasts traditionally tactically-oriented sales as a long-term strategic process. 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...more
Points of influence with potential clients. And also, for me as purchaser of services, a way of looking at what I should amplify what I need so that I get what is needed.

My first two consultative sales course was SPIN selling in 1996 from Microsoft then Mahan Khalsa's course (now Franklin Covey private offering) offered from Microsoft in 1998. This was the best book to explain effectiveness techniques directed at a situation, not just an overall conceptual framework.
Devin Partlow
I used to think salesmen were born, but now I understand that the great ones just follow a process. A process outlined in detail in this book
Strategically say about selling, but I cannot get full picture when I read once. I'll read it again to understand it precisely.
Chris Ross
I took the New Strategic Selling Program from Miller Heiman in August 2003, nearly 10 years ago and I got this book at the same time. I decided to read the book as a refresher and it is a great book. If you are a sales professional, and want to have customers for life, and make Win-Win deals this book is for you.
Even if you personally find yourself already leaning on this strength a lot, the book's organized approach is reassuring, and the goal it sets of applying such thought to all applicable accounts is beneficial. Thanks.
If you want to understand the sales process for selling business to business when there is a complex decision maker (more than one person involved), then this is a great book.
Amanda Patterson
25 years later the concept of win-win still works. This book has been updated to incorporate today's issues in sales. The New Strategic Selling has become the way people sell.
Jun 01, 2012 Aubrey marked it as to-read  ·  review of another edition
Recommended to Aubrey by: Joe Nezi
Shelves: for-psi
Joe Nezi spoke at the 2012 annual PRISM conference in Vegas at this session: "Accounts Strategy & the Sales Call" and recommended this book.
Great foundational sales philosphy - needs to be paired with Spin Selling as a complete kit.
This book is a career guide and foundational must-have to anyone looking to get into sales.
Great book to learn how to sell strategically. Learned some great things!
Ray Cobel
A most insightful read on the mindsets sellers must address.
Barbara Brien
I think I may never finish this.
Pretty informative...
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