If you are involved in selling in a corporate environment, then you may be advised to read the new strategic sales of Stephen Heiman and Diane Sanchez. If you haven't listened to them, check to see if you can't find time in the timeline to try it out. It's not just a set of tips for finding new business, it's one of the rare sales books that offers a new way of thinking and a general sales strategy.
Nowadays, from executives to politicians, it is common to talk about all kinds of people and talk about "win-win solutions." But what many sales people don't admit is that the terminology and concepts are largely due to the release of new strategic sales.
However, what does the new strategic sales really shine is not the specific buzzwords it has, but the concept of sophisticated sales in organizations with multiple levels...and many personalities. It illustrates the sales policy because it involves the sales process itself.
In short, New Strategic Selling teaches that in any large sales to a large company, determining the exact location of key contacts is critical, and then identifying their main motivations and ways of buying. Most of the work in my own book comes from the same principle, not only because of the great similarity of thought: if you want to close all kinds of sales that will change your career, you must be good at identifying and mastering all relevant relationships.
This is because the reason your potential customers choose to buy or not buy from you is not always related to the benefits of your product or service. They may have their own agenda, relationships with other suppliers, the desire to see a project or department succeed, or even their personal feelings about others involved in purchasing decisions. Learning to discover and deal with these types of situations - whether as a sales opportunity or an obstacle - is an important skill for any modern salesperson, especially those who want to be sales stars.
New strategic sales are one of the few sales books that really match their name. The personal strategy you can use to close sales at one time may not be very heavy, but it can change the way you look at complex sales and ultimately make you more successful when dealing with big companies.
Orignal From: Stephen Heiman and Diane Sanchez's new strategic sales summary
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