The book that changed the way sales professional do business... In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This classic work, now thoroughly updated, shows why Miller Heiman has become the world's most respected name in sales development with a client list that includes some of the world's top companies. The new edition shows why the principles of Conceptual Selling® are more important today than ever before. Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those people who make their living in this high- pressure, highly demanding environment, The New Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn how to: identify your customers' real needs; tailor every sale you make to one specific client; earn and maintain your credibility. INDICE About the authors Foreword by John Philip Coghlan Introduction: Two people speaking PART 1 'No sell' selling PART 2 Getting started: four questions to ask yourself before you make that call PART 3 The sales call: getting information PART 4 The sales call: giving information PART 5 The sales call: getting commitment PART 6 Assessment: zero hour - and beyond The questioning process revisited: continuing the dialogue with our customers Index