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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 the proven leader and innovator in sales execution with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company’s common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit www.millerheiman.com.