Conceptual Selling
by Robert B. Miller and Stephen E. Heiman
Miller Heiman's call-planning companion: the customer's concept, five question types, and the Green Sheet for planning each meeting. Narrower than Strategic Selling, useful for meeting discipline.
Read it if…
you want a structure for individual sales calls.
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Skip it if…
you want account-level strategy.
Try instead: Let's Get Real or Let's Not Play →
Three things you will actually use
- Sell to the customer's concept.
- Plan every call.
- Commitment questions end meetings.
Do this first
Plan your next meeting with the five question types.
Our verdict
Call planning, structured.
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