The Big Idea
The driving force of the Strategic Selling approach is a non-manipulative selling philosophy. The key to ensuring selling success is to manage every sales objective as a joint venture Sales people must create a framework that fosters a win-win situation; a mutually beneficial transaction where both buyer and seller achieve gains.

The New Strategic Selling book works by helping you sort through confusing data and information associated with every Complex Sale; and to give you a reliable method for analyzing the data, for positioning yourself better with your accounts, and for closing business deals.

About the Author
Stephen Heiman - Stephen Heiman became a partner with Robert B. Miller the founder of the company which became Miller Heiman Inc, and which has grown to become one of the largest sales training organisations in the world. Both previously held executive positions with Kepner-Tregoe Inc. They wrote Strategic Selling with the help of Tad Tuleja, and it was published in 1985. This book was in the forefront in promoting nonmanipulative win-win selling, and in 1997 it was completely revised to futher improve and update the contents. It has become the standard sales process text for many of the worlds largest organizations.