Since the major goal of this approach is complete satisfaction for the customer, it aims to provide SDRs with a granular understanding of the customer's needs, issues, and objectives. Now you have a better understanding of what Miller Heiman Strategic Selling is and what its objectives are, let's dive into its different elements. This, in turn, makes each closed-won deal more valuable for the company too.Įlements of the Miller Heiman Strategic Selling method The main goal of the Miller Heiman Strategic Selling concept is to help consumers derive maximum benefit from a product.
If in both cases, you'd prefer the latter, you'll find the Miller Heiman Strategic Selling strategy valuable. After expending so much time and effort, what would you prefer: signing a one time contract with a client, or having a long lasting partnership? Having your hard won sales conversions leave after a month or two, or onboarding long term customers who're happy to upgrade? The average sales cycle can be 4 months long, while the average sales rep may have to make multiple attempts to get in touch with leads. Objectives of Miller Heiman Strategic Selling Thus, a sales framework such as Miller Heiman helps teams lay a strong foundation for closing deals, and guiding customers through the different stages of the buying process.
The Miller Heiman Strategic Selling method promotes the concept of selling as a strategic partnership between the buyer and seller, and the idea of creating a win-win for both parties.įurther, the method teaches salespeople to look for "red flags" in a deal, and presents them with a base for controlling big accounts called the "Blue Sheet". It provides you with rules and best practices to align your goals with that of customers. Think of a sales methodology as a blueprint to guide your actions as a sales rep. Miller Heiman Strategic Selling: A sales methodologyīefore we delve deeper, you're probably wondering, what even is a sales methodology? Let’s take an in-depth look at what this sales strategy is and how you can use it to boost sales. Introduced in 1985 by consultants Robert Heiman and Stephen Heiman, the sales method provides a proven framework for sales professionals to understand B2B selling and consistently close large accounts.
That’s the same philosophy behind Miller Heiman Strategic Selling. In other words, laying in the groundwork. Abraham Lincoln famously said, if he had six hours to chop down a tree, he’d spend the first four sharpening the axe.
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