The New Strategic Selling Quotes

“You have a valid business reason for contacting an Economic Buying Influence when you can present knowledge that will make a contribution to the way he or she is doing business.”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

“The art and craft of selling is in demonstrating the connection between your proposal and their self-interest.”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

“The next step is to test this list objectively. Do that by asking yourself the following questions about each item on the list: • Is this Result measurable, tangible, and quantifiable? • Is it corporate—that is, can it be shared by more than one Buying Influence? • Is it business related—that is, does it positively affect one or more of this customer’s business processes? If you can’t answer yes to all these questions, what you’re looking at may be a “feature” or “benefit” rather than a true Result.”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

“What you always have to do, therefore, is to focus first on Results and then ask, “Given the Results I can offer, how can this Buyer Win?”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

“Examine Results first, by all means. You can’t deliver a Win without a Result. But it doesn’t follow that a good Result equals a Win. A Result is a precondition, not an equivalent.”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

“ANY UNCONTACTED BUYING INFLUENCE”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies