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The Miller Heiman Methodology consists for the sales representative in targeting the executive level of an enterprise, where the “decision makers” are. To reach these people, the Miller Heiman Methodology uses the sales funnel: a strategic approach is developed which goes beyond the mere sales. The sales representative collects information as much as possible on the prospect or customer, determines his market position and searches for gaps. The goal is to explain to the customer where unexploited potential lies and how he can improve his position on the market. This is based on the assumption that the customer listens to the sales representative as in a pure sales speech. The Miller Heiman Methodology assumes the purchase time will be shortened through strategic selling.

Sales management, Sales Support

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