Incredible Book Incredible book. I am in sales, and our success as a team depends on our ability to understand and concpetualize the customer's perspective and viewpoint. There are a number of pitfalls we all tend to run into - even with the best of intentions. This book helps point out common mistakes made by the best in sales, and why some deals appear to fall through when you thought everything was going well. This book came highly recommended from a source I trust, and it's been worth the time out taken to read it.
Stimulating ideas Although I'm not in sales this is a timely book for me. I have had a lot of problems getting management to take my proposals seriously. This book has opened my eyes to all the mistakes I made in my approach.why People Buy Steve Heiman and Bob Miller pick up where they left off with the successful, seminal work on strategy sales called Strategic Selling with a similarly valuable book called Conceptual Selling. Sales today is not about tips and techniques - buyers have become quite sophisticated and expect more than product and service pitches from sales people. Conceptual Selling lays out a logical, approachable process that can be taught, coached, and repeated. What more could you ask for?
