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