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Conceptual Selling® – Customer Interaction Strategy for Winning Complex Sales

Conceptual Selling® helps salespeople connect the way they sell to the way their customers buy. The program clearly defines how to unearth a customer’s key issues and concerns in order to better focus selling efforts on what the buyer needs to accomplish. With Conceptual Selling®, salespeople gain a framework to view the sale from the customer’s perspective, build credibility, and create collaborative win-win solutions.

This program, which uses Miller Heiman’s Green Sheet, provides a consistent method for creating high-value solutions that are difficult for competitors to replicate. Participants will learn to better interpret information about the prospects to craft a comprehensive solution that matches the need of the buying organization.

Conceptual Selling® gives organizations a common process and language for intelligently pursuing sales opportunities. This allows internal teams to improve collaboration on large deals and see more movement of opportunities through the sales cycle.

Conceptual Selling® is the right solution if your organization is trying to:

• Transition from a product-led sale to a solution-let sale
• Differentiate you products and services from your competitors
• Professionalize your sales force
• Implement a consistent process to plan customer interactions
• Provide management viability into significant opportunities
• Evaluate where to best invest business development resources