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Effective selling is the art of establishing dialogue. In the vast majority of cases, sales success begins with the ability to ask good. Miller Heiman Group understands disruption. As the company that invented modern selling, we help sellers stay one step ahead, even as business rapidly changes. We are embraced by the world’ s most successful sales and service organizations because we deliver results – no matter what comes next. Section overview of the Miller Heiman Green Sheet: Particular strengths ( e.
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, a certain product feature meeting the customer' s need) are marked by weights while problems or difficulties ( e. When you use Miller Heiman' s Meeting Planners ( Conceptual Selling Process) you set expectations of wehre your deal is and tie it to a realistic metric. This prevents you from pushing for commitment ahead of the client' s readines or ability to do so.