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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

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Conceptual Selling Book and CD available here

 

Solutions For...

Sales Management Executives

Sales Culture Adoption

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Business Value Mapping

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Negotiation

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Large Account Management

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Key Account Strategy

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Employee Retention

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Employee Coaching

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Sales Managers

Develop a Sales Process

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Improve Forecasting

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Coach More Effectively

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Common Language & Strategy

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Business Value Mapping

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Sales Call Planning

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Time and Pipeline Management

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Consulting Professionals

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Conceptual Selling