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Client's Solution Image, According to Miller Heiman Execs

RENO, NV -  February 20, 2007  -   Miller Heiman published recently, a new article discussing the conceptual approach to selling, as defined and described by two of the company's  executives, Sam Reese and Damon Jones, President and CEO, and President and Managing Director of International, respectively.

In "Life Beyond the Product Pitch:Why Customers Really Buy," the authors explored the reasons customers really buy. These buying motivations, they said, are usually tied to one or more basic areas: if there is a perceived gap in the client's mind between where he is right now and where he wants to be; if the client acknowledges that he has an urgent problem; or if the client is failing to achieve the desired business goal or if there is a gap between where the client is and where he wants to go.

This article debunks the conventional product pitch approach with advice for better interaction with clients that positions solutions to create an authentic win-win. 
 

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.