conceptual selling® from miller heiman
The tactical component of the Sales Operating System, Conceptual
Selling® focuses on the effective management of the individual
sales call. Unlike "face time" systems that stress trial closes
and other manipulative techniques, it concentrates on
understanding the Customer's Concept - the "solution image" that
explains why Customers really buy.
Light years ahead of the "product pitch," Conceptual Selling®
outlines a unique, four-part questioning process that creates
positive information flow, differentiation from your
competition, and solid, mutual commitment to Win-Win
relationships. By learning how to understand Concept, our
clients dramatically improve both their confidence and their
credibility with their most valuable Customers.
What You'll Learn:
- How to move beyond the "product pitch" to the reason
that people really buy
- How to utilize a unique, pro-active questioning process
to secure missing information
- How to get inside the Customer's head by understanding
the decision making process
- How to use the Golden Silence technique to create
positive information flow
- How to position your company more effectively by
leveraging from your Unique Strengths
- How to identify why a Customer "won't commit" - and what
to do about it
- How to use different questioning skills and techniques
to explore the Customer's Concept
- How to distinguish between an objection and a Basic
Issue
- How to position yourself confidently with senior
executives
- How to avoid the trap of "upside down selling"
- How to define realistic expectations for sales call
outcomes
- How to overcome Basic Issues and identify Commitment
Signals
- How to establish credibility with every buyer, every
time
Who Should Attend:
- Directors of National Accounts
- Sales Representatives
- Regional Sales Managers
- Vice Presidents Sales & Marketing
- Directors of Sales
- Account Executives
|