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Miller Heiman Outlines Buyer-Centric Approach to Selling

RENO, NV -  February 09, 2007  -   Customers and prospects increasingly see your products and services as indistinguishable from your competitors, says Miller Heiman co-founder, Robert Miller, in his latest article entitled "Selling in a Flattened World". He argues that globalization  has  flattened the playing field, and goods and services have become commoditized. Companies worldwide are finding they must either convincingly justify their prices or differentiate themselves with perceived recognizable value.

Miller discussed how the buyer-centric approach to selling will allow salespeople to match their solutions to the customer's problem. This will enable them to differentiate their products and solutions because they have clearly demonstrated their value. Miller calls this the conceptual approach to selling which, he says, is about understanding the customer's solution image and where he is in the buying process. When the client has not defined his specific need, the salesperson can help with this process, and assist the client in developing what Miller Heiman calls his "concept" - what he needs to fix, accomplish or avoid. The salesperson can then match his solution to the buyer's need. 

Selling from the buyer’s point of view is nothing new at Miller Heiman. Miller says it's been the underlying philosophy of the company since its founding three decades ago. With the forces reshaping the global business landscape, adopting a buyer-centric mindset is more critical today than ever before.

To read Selling in a Flattened World white paper and for a complimentary copy, click here.

About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.