miller heiman strategic selling blue sheet

Categorizing the different contacts/roles by their influence on the given sales cycle.

The core of the Miller Heiman approach involves three steps: It is a methodology that goes through the sales process by creating opportunities, managing opportunities, and managing relationships. The Miller Heiman sales process is a proven framework to ensure that salespeople are thoroughly covering a given account.

By which day you will have the approval.

It requires you to investigate and set a single sales objective before the first call even takes place: Because you are not only making a sale but also building a long-term relationship and adding to your referral network, the approach acknowledges the different phases of relationship building. This methodology is best suited for selling between large businesses or when dealing with large sums of money that require many people to sign off or give approval in order to close the deal.Ĭonceptual Selling® earned its name because it requires salespeople to convince a customer to buy the concept of a solution, rather than a specific product or service. Robert Miller and Stephen Heiman developed a methodology called Conceptual Selling® as a way to manage the various stakeholders and relationships that exist when a B2B transaction is large and complex.

Getting familiar with the Miller Heiman sales process The Miller Heiman sales process is a modern approach to selling and a proven methodology for managing complex sales processes. Excellent salespeople are also excellent disruptors. The benefit of research is that, despite the lack of predictability in human behavior, it can close gaps and increase your likelihood of predicting particular reactions based on calculated interventions or disruptions. Your clients, both real and imagined, have thoughts, perceptions, and unpredictability within their biological makeup. Obvious as it may seem, humans are not, in fact, widgets. Once implemented, it can make the work of recruiters, trainers, and sales managers much more efficient, as it offers a systematic approach to a seemingly un-systematic element: human behavior. Ultimately, the value of a sales methodology is 1) repeatability and 2) scalability. A great sales methodology will describe the “how,” “what,” and “why” of your sales process, from gathering intel on a client to analyzing their business needs.

While similar to a sales process, a sales methodology differs in that it’s a disciplined set of principles and best practices that translate into salesperson actions, as opposed to only mapping out a series of steps that lead to sales success. A sales methodology is the process or framework utilized by your salespeople, enabling them to effectively begin and engage in each phase of the sales process.

Miller heiman strategic selling blue sheet