Conceptual Selling
From
Miller Heiman

Buy the Conceptual Selling® Book or Book and CD set now!

For more information on Conceptual Selling® please contact
Pam Switzer: (866) 670-4447 or pam@teambuilders-int.com

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®