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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 to 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 programme provides a simple, repeatable structure essential for anyone who interacts with customers.

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Benefits of Conceptual Selling®

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Prepare for Sales Conversations

Plan ahead and conduct thorough research, adding discipline to customer meetings that are client-focused and results-oriented.

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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.

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Run the Meeting

Use our Green Sheet to organise and develop a detailed meeting plan to engage customers and build win-win outcomes.

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Ensure Productive Use of Time

Move opportunities forward by asking the right questions and planning ahead to ensure productive use of time.

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Differentiate Your Solution

Conclude meetings with a clear differentiation of your solution that will move the opportunity forward.

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Backed by Technology

Our new sales analytics platform, Scout by Miller Heiman Group uses data and analytics to support the methodology of Conceptual Selling®.

Delivery Options

  • Facilitated by experienced sales leaders, instructor-led training offers a hands-on approach for sellers that thrive on face-to-face collaboration and skills practice.

  • With anytime, anywhere access from electronic or mobile devices, Miller Heiman Group's digital learning options are ideal for geographically diverse audiences looking for flexible solutions.

  • Combining the best of digital and in-person learning options, real-time application and digital reinforcement support your learning investment.

Hold More Productive, Effective Meetings Today

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