The Miller Heiman Strategic Selling Methodology

Robert Miller and Stephen Heiman were the founders of the hugely successful sales training business, Miller Heiman (now part of Korn Ferry). Their sales methodology focuses on Strategic Selling.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
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Watching this video is worth 2 Management Courses CPD Points.
See below for details
Sales and Selling Skills
This video is part of course module 8.4.4
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 4: Masters of Selling
Other videos in this section include:
Dale Carnegie: How to Win Friends and Sell to Them https://youtu.be/U9FWz2yTuUY
Mary Kay Ash: The Mary Kay Way of Selling https://youtu.be/ToBd_dGXAV4
Neil Rackham: SPIN Selling https://youtu.be/EapHYaT3TGI
Daniel Pink: To Sell is Human https://youtu.be/uWAcm6sknTg
LESSON NOTES
The Miller Heiman approach to selling puts a clear focus on the various stakeholders and relationships within a complex business-to-business transaction.
The Three-step Process
1. Categorizing the different contacts and the roles in your prospect’s business by their influence on the sales outcome.
2. Determining a prospect’s level of support for your product or service by identifying stakeholders who will support or oppose your proposal.
3. Influencing the stakeholders to help them make their buying decision.
The Four Purchase Influencer Types
1: Decision-makers – or ‘Economic Buyers’
2: Users – or ‘User Buyers’
3: Guardians – or ‘Technical Buyers’
4: Coach – or Champion
Buying Attitudes
1. Growth Mode
2. trouble Mode
3. Even Keel
4. Overconfident
DOWNLOADS
Free Resources
CPD Tools - https://gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
The New Strategic Selling https://geni.us/Zt2Z9n3
The New Conceptual Selling https://geni.us/9VyoEMn
Selling Machine https://geni.us/s3nb
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
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CHAPTER MARKERS
00:00 - Miller Heiman - Strategic Selling
00:23 - The Miller Heiman Process
01:36 - The four Miller Heiman Purchase Influencer types - 1: Decision-makers - ‘Economic Buyers’
02:22 - Users - ‘User Buyers’
02:51 - Guardians - ‘Technical Buyers’
03:40 - Coach - ‘Champion’
04:19 - Buying Attitudes
06:00 - Concluding remarks
#ManagementCourses #Sales #MillerHeiman