strategic selling miller heiman blue sheet pdf

This is when you begin to apply the research and analysis you conducted in the categorizing and determining phases. One quick tip is to note your findings from these first two steps in your CRM (whether it‘s Salesforce or another) so you don’t forget them. With the Miller Heiman methodology, it’s your role to understand where you have support, and where you still need to gain it in order to not only successfully close the deal, but maintain strong working relationships with the parties involved. Here, you look at the categorized list you put together in step one, and use your prior knowledge, as well as information you’ve gained from conversations, to determine which people are most likely to support your cause, and which are most likely to push back against it.įor example an IT Director may be highly supportive of integrating new sales software into the business, whereas a CFO may have budgetary concerns. The Miller Heiman approach is about relationship-building, so knowing everyone involved and what they contribute to the buying process is really useful. You have to be aware of the fact that in large deals, the number of people you’ll have to analyze could be quite high, so be prepared. In this phase, you step back and look at every individual involved in the client’s buying cycle, and put them into groups based on how much influence, and what kind of influence they hold in the decision-making process. The Miller Heiman approach to account management has you build and manage relationships with the stakeholders and decision makers by following three steps. It’s about understanding the involved parties’ needs and wants on a grander scale, too. These large, complex B2B deals are about more than just a product. The method focuses on building and managing relationships with the different parties involved, as well as closing the sale.

That’s where the Miller Heiman method comes in. The number of people involved in the deal, the length of the sales cycle, and the figures involved in the deal can all be intimidating. If a salesperson approaches a big money deal like this without a reliable, consistent methodology that they are familiar with, they may find themselves overwhelmed by a number of things. This methodology, devised by Robert Miller and Stephen Heiman of the Miller Heiman group, aims to be the most effective way of managing large, complicated B2B deals.ĭeals of this kind usually involve large amounts of money, and almost always require more than one or two people to approve it before it’s closed. It’s considered one of the most proven frameworks for closing a sale. You might also hear it described as Miller Heiman’s Strategic Selling sales methodology. If you’ve been in the sales game for a little while, you may have heard about the Miller Heiman sales methodology.

Strategic selling miller heiman blue sheet pdf