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Tables of Contents for The New Conceptual Selling
Chapter/Section Title
Page #
Page Count
Foreword
vii
John Philip Coghlan
Introduction: Two People Speaking
1
8
Special Thanks from the Authors
9
10
PART I ``No Sell'' Selling
Why Your Customers Really Buy
19
17
How Your Customers Make Buying Decisions
36
12
What We're Striving for: Win-Win
48
24
Life Beyond the Product Pitch
72
31
PART II Getting Started: Four Questions to Ask Yourself Before You Make the Call
Why Am I Here?
103
8
What Do I Want the Customer to Do?
111
23
Why Should the Customer See Me?
134
21
Do I Have Credibility?
155
26
PART III The Sales Call: Getting Information
Learning to Listen
181
14
The Five Question Types
195
28
Establishing Superb Communication
223
18
PART IV The Sales Call: Giving Information
The Importance of Differentiation
241
16
Using the Joint Venture Approach
257
24
PART V The Sales Call: Getting Commitment
Beyond the Chumming Exercise
281
14
Don't Call Them Objections
295
22
PART VI Assessment: Zero Hour---and Beyond
Pre-Call Planning and Rehearsal
317
14
Assessing the Call
331
12
Selling Beyond the Close
343
22
The Questioning Process Revisited: Continuing the Dialogue with Our Customers
347
18
Index
365
7
About
372
1
Miller Heiman
About the Authors
373