Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

The Miller Heiman Strategic Selling Methodology

Robert Miller and Stephen Heimann were the founders of the hugely successful sales training business, Miller Heiman (no part of Korn Ferry). Their sales methodology focuses on Strategic Selling.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details

Sales and Selling Skills
This video is part of course module 8.4.4
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 4: Masters of Selling

Other videos in this section include:
🎬 Dale Carnegie: How to Win Friends and Sell to Them https://youtu.be/U9FWz2yTuUY
🎬 Mary Kay Ash: The Mary Kay Way of Selling https://youtu.be/ToBd_dGXAV4
🎬Neil Rackham: SPIN Selling https://youtu.be/EapHYaT3TGI
🎬 Daniel Pink: To Sell is Human https://youtu.be/uWAcm6sknTg

The Miller Heiman approach to selling puts a clear focus on the various stakeholders and relationships within a complex business-to-business transaction.
The Three-step Process
1. Categorizing the different contacts and the roles in your prospect’s business by their influence on the sales outcome.
2. Determining a prospect’s level of support for your product or service by identifying stakeholders who will support or oppose your proposal.
3. Influencing the stakeholders to help them make their buying decision.

The Four Purchase Influencer Types
1: Decision-makers – or ‘Economic Buyers’
2: Users – or ‘User Buyers’
3: Guardians – or ‘Technical Buyers’
4: Coach – or Champion

Buying Attitudes
1. Growth Mode
2. trouble Mode
3. Even Keel
4. Overconfident

Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

The New Strategic Selling https://geni.us/Zt2Z9n3
The New Conceptual Selling https://geni.us/9VyoEMn
Selling Machine https://geni.us/s3nb

There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you watched the video, record 2 MC CPD points

00:00 – Miller Heiman – Strategic Selling
00:23 – The Miller Heiman Process
01:36 – The four Miller Heiman Purchase Influencer types – 1: Decision-makers – ‘Economic Buyers’
02:22 – Users – ‘User Buyers’
02:51 – Guardians – ‘Technical Buyers’
03:40 – Coach – ‘Champion’
04:19 – Buying Attitudes
06:00 – Concluding remarks

#ManagementCourses #Sales #MillerHeiman


What is Mentoring? Why get a Mentor and Why be a Mentor? + Top Tips
What is PESTLE Analysis?
Daniel Pink: To Sell is Human
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
What is NLP Modelling? And How do we to Do it?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
NLP & Hypnosis: What is the Milton Model?
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
NLP Meta Model: Precision Questioning and Listening
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
What is NLP? Neuro Linguistic Programming
The Sales Process – a Summary of the 9 Step Selling Process
Howard Gardner: Emotional Intelligence in the Multiple Intelligences Model
What is Remarketing? (or Retargeting)
What is Marketing Automation? And How to set it up.
What is Seth Godin’s Permission Marketing? And How to Build Your Campaign
What is Public Relations (PR)?
Marketing Mix: Product – What is the Product Marketing?
What is the Marketing Mix – The 4Ps: Product, Price, Place, Promotion?
What is Market Segmentation?
What is a Marketing Strategy?
What is Market Research?
Edgar Schein’s 3 Levels of Organizational Culture
French and Raven: Social Power Bases in Organizations
Organizational Power: What is Power?

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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