This course provides a brief overview of the Miller Heiman Strategic and Conceptual selling process.

Miller Heiman Strategic Selling Review 11.1 includes Blue Sheet information relative to the single sales objective, buying influences, key-win results and covering your bases.

Miller Heiman Strategic Selling Review 12.1 includes Blue Sheet information relative to the competition, adequacy of current position, and summary of “MY” position today.

Miller Heiman Strategic Selling Review 13.1 includes Blue Sheet information relative to possible actions, best action plan, and the ideal customer criteria.

Miller Heiman Conceptual Selling Review 14.1 explains how to use the Green Sheet components; Single Sales Objective, Buying Influences Concept, Valid Business Reason, Action Commitments and Credibility in developing a sales call plan.

Miller Heiman Conceptual Selling Review 15.1 explains how to populate a section of the Green Sheet titled “Getting Information,” which will focus on how to create powerful confirmation, attitude and new information questions.

Miller Heiman Conceptual Selling review topics including, "Giving Information and Getting a Commitment."

Miller Heiman Strategic Selling Review with Perspective 17.1

Learn about; scout navigation, opportunity dashboard, accounts dashboard, how to add new accounts, creating and managing a blue sheet, creating a green sheet and analytics.

Miller Heiman Scout Training for Team Leaders

Learn how to apply various negotiating styles and techniques to achieve a win – win scenario.