Miller Heiman also focuses on establishing long-term relationships and addresses key phases of relationship building. Miller Heiman focuses on convincing the buyer team to buy into the concept of your solution, as opposed to products or features. This methodology is optimized for large enterprise transactions with complex buying teams. Miller Heiman Sales Methodology, Conceptual Selling®, was developed by Robert Miller and Stephen Heiman as a way to manage large enterprise B2B sales transaction. Miller Heiman is a proven enterprise B2B sales methodology. Is your champion within the organisation – An individual who guides you in the sale by giving you information that you need – a sale that guarantees you not only the order, but also satisfied customers, solid references, and repeat business.What Is The Miller Heiman Sales Methodology?

There may be more than one Technical Buying Influence per sale. They can’t say “yes,” but can only say “no”. When evaluating your solution, they ask, “Does this mean I’ll have more work to do?” “Could we develop this ourselves?” or “There are other better options out there, although I don’t know them” Commonly, the Technical Buyer will be the CTO, CFO, or IT Manager. You should ask pain-based questions to User Buyers

They will be linked personally to your solution and judge it based on the impact it will have on their specific job performance. They actually use or supervise your product or service. Remember there is always only one Economic Buying Influence per sale. This is the person who signs the cheques! The buying influence with control of the budget, they are bottom line focused and ask the question, “how will this impact us and how will it help us execute our core strategy”… Ask about strategy and then show how your solution will help them achieve their long-term objectives. Miller / Heiman developed their system after observing the most successful salespeople over a long period of time. The book they wrote was called Strategic Selling and it enabled the pair to build a sales training company without rival. In 1985 Robert Miller and Stephen Heiman changed the face of selling forever by rejecting manipulative selling tactics and instead emphasising selling as a process. – We all understand the importance of asking questions in selling but do we understand the importance of Buying Influences?

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