What is the Miller Heiman method?
A map of the people who influence a purchase: Economic, User, Technical, and Coach.
What it means
Miller Heiman refers to the Conceptual Selling and Strategic Selling approaches. The part most sellers use is a map of buying influences: the different people who shape a purchase, each with their own worries. One reader is rarely the whole company.
- Economic: the person who can spend the money or give the final yes.
- User: the people who will live with the change day to day.
- Technical: whoever must judge whether it can work, such as security, IT, or purchasing.
- Coach: an inside guide who helps you and your message get to the right people.
Miller Heiman is a sales method: a framework for how to think and write. It is not a study result, and this page does not attach a win rate or reply rate to it. This site is not affiliated with its authors or with any company that teaches it.
What it means for a sales email
In an email, the method means writing a note that can travel. Show that you know other people may need to be comfortable, and give the reader a short paragraph they could forward. Do not turn the email into a questionnaire about who does what.
Writing practice and method guidance, not a study result.
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