Conceptual Selling®
Develop meeting strategies that lead to better outcomes.
Don’t leave customer interactions to chance.
Your sales team’s ability to gain a competitive edge in the marketplace hinges on sellers’ interactions with customers. Conceptual Selling® helps sellers prepare for meetings with buyers, whether planned or impromptu.
Sales success requires both a sales process and plan for customer interactions. Conceptual Selling® focuses on customer-centric conversations, building on the strategic analysis covered in Strategic Selling® with Perspective. As a result, sellers learn how to carefully assess buyer needs, avoiding misalignment between what customers want and what sellers are presenting.
This program provides a simple, repeatable structure essential for anyone who interacts with customers.
Hold More Productive, Effective Meetings Today
Benefits of Conceptual Selling®
Prepare for Sales Conversations
Plan ahead and conduct thorough research, adding discipline to customer meetings that are client focused and results oriented.
Align Buyer and Seller Objectives
Both you and your customers have goals. Align seller objectives with buyer needs to keep everyone on the same page.
Run the Meeting
Use our Green Sheet to organise and develop a detailed meeting plan to engage customers and build win-win outcomes.
Ensure Productive Use of Time
Move opportunities forward by asking the right questions and planning ahead to ensure productive use of time.
Differentiate Your Solution
Conclude meetings with a clear differentiation of your solution that will move the opportunity forward.
Backed by Technology
Our new sales analytics platform, Scout by Miller Heiman Group uses data and analytics to support the methodology of Conceptual Selling®.
Hold More Productive, Effective Meetings Today
Related Offerings
Strategic Selling® with Perspective
Win complex deals with a scalable, insights-driven approach to opportunity management.
Executive Impact℠
Tailor your presentation approach to capture approval from top-level decision makers
