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MILLER HEIMAN GROUP

MILLER HEIMAN GROUP IS THE LARGEST DEDICATED SALES-PERFORMANCE COMPANY IN THE WORLD. WE PROVIDE A COMPREHENSIVE SUITE OF RESOURCES TO HELP SALES AND OTHER CUSTOMER-FOCUSED LEADERS DRIVE GROWTH.

We are your global, comprehensive source for consistent, scalable, end-to-end solutions. Miller Heiman Group brings together five powerhouse companies with long history and great reputation of unwavering commitment to customers’ success.

Together with Miller Heiman, AchieveGlobal, Channel Enablers and Impact Learning Systems, we now have unmatched capability to provide our customers with expanded solution portfolios, complementary assets and geographic coverage to allow for even broader worldwide implementations.

We believe that successful selling is based on fundamental and repeatable processes. Our solutions provide a common language and common-sense approach to sales management for organisations around the globe.

 

 

Through an unparalleled combination of counsel, processes, tools and technologies, backed by extensive research into the world's most successful selling organisations, Miller Heiman Group brings a level of perspective that companies simply cannot find anywhere else.

Everything begins with the customer. That is our belief. This means that for our strategies to be successful, they have to be based on the customer’s perspective. No exceptions.

MILLERHEIMANGROUP.ACADEMY

In times of growing internationalisation in business and the resulting fast-moving changes in sales, professional development is essential if you want to keep pace and want to make the next step forward instead.

To achieve that, the MILLERHEIMANGROUP.ACADEMY offers you or your employees workshops, trainings and seminars providing you with relevant, up-to-date and practical sales knowledge on a variety of topics. Our experienced trainers are experts in their respective fields and will set you up for the challenges of market and competition and help you to update and broaden your skills.

Our tagline to empower growth signifies the goal to help sales leaders optimize their time, effort and potential to better create and manage customer relationships, while achieving business goals.

Conceptual Selling

Conceptual Selling

Every interaction with a customer is too important to leave to chance. Conceptual Selling® Customer-Focused Interactions helps salespeople better prepare for their time with customers. The result is purposeful meetings and Win-Win outcomes.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentConceptual Selling Milton Keynes Milton Keynes -

> Guy Fraser Miller Heiman Europe GmbH

To maintain a highly-competitive sales force, every interaction with customers must be conducted to either move an opportunity forward or improve the relationship. This programme enhances how salespeople execute in all of their interactions with customers, whether a scheduled multi-attendee meeting or an impromptu one-to-one.


Anytime a salesperson meets with a customer there are two processes happening simultaneously. While salespeople have typically been trained to focus on the selling process, from the customer’s perspective there is also a buying process that must be recognized and understood.

Solving this misalignment between these two processes is an outcome of Conceptual Selling® Customer-Focused Interactions.

There is no such thing as one-size-fits-all solutions or value propositions for customers. The only way to understand what will help you win is to ask the right questions and listen. This programme provides the simple, repeatable structure that should be considered essential for anyone who interacts with customers.

Conceptual Selling® Customer-Focused Interactions supports organizations in their efforts to:

  • Execute against a plan to be a more customer-focused organization
  • Differentiate your sales team against competition
  • Professionalize your sales force
  • Engage cross-functional departments in your customer management strategy
  • Eliminate non-productive customer meetings
  • Ensure opportunities are advancing toward closed business with every interaction
  • Strengthen customer relationships

Objectives and Benefits

Enable salespeople to:

  • Plan for every customer interaction to ensure productive use of salesperson’s and customer’s time
  • Conclude every meeting with clear actions for both sides to ensure the opportunity continues to move forward
  • Ask questions that will uncover critical information
  • Add discipline to customer meetings to be client focused and results oriented
  • Identify and align the selling process with where the customers are in their buying process

    Enable sales management and senior leadership to:

    • Identify where to best allocate resources, including their time, for customer meetings
    • Ensure the sales process is moving forward with every customer interaction
    • Professionalize the sales team by enabling consistent best-practice behaviors

      Target group

      This programme is right for any member of your team who regularly interacts with customers and prospects. This could include salespeople, account managers, business development, sales support, engineers, senior leadership and customer service.

      Agenda

      Day 1
      14:00 - 16:00 Conceptual selling, meeting workshop, buying and selling process, elements of conversation-opening, joint venture sales method, workshop
      16:00 - 16:15 Break
      16:15 - 18:30 Concept of purchase influencers, workshop, "Green words", the compelling business reason, workshop, special commitment, workshop, credibility, workshop: tasks for the evening, overview day 2
      Day 2
      09:00 - 11:00 Questions day 1 and overview day 2, gathering information, excellent communication, question types
      11:00 - 11:15 Break
      11:15 - 13:00 Providing information, differentiation workshop, unique strengths, workshop
      13:00 - 14:00 Lunch
      14:00 - 16:00 Effecting obligation; commitment issues; workshop; basic problems; workshop; debriefing
      16:00 - 16:15 Break
      16:15 - 17:00 Green sheet group work; implementation; program evaluation; wrap up and end

      Participants' Comments

      „I finally understand what it means to be customer focused and there is an execution plan to do it.“

      EXECUTIVE GENERAL MANAGER, BANKING

      Certification

      The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

      You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

      Certification tracks have been specifically designed for individual sales roles.

      Dates and feesConceptual Selling

      Date

      City

      Country

      Language

      Coach

      Price

      Book

      19.09.17 - 20.09.17

      Paris

      FR

      French

       Bruno Saucourt

      1.695,- EUR

      Book Now

      Bruno Saucourt

      Bruno hat mehr als 25 Jahre Erfahrung im Bereich Beratung, Training, Geschäftsleitung und Vertriebsmanagement.

      Bruno begann seine Laufbahn bei der französischen Marine und war dort für computergesteuerte Radargeräte verantwortlich. Sein berufliches Fachwissen über Automatisierungs- und...

      26.09.17 - 27.09.17

      Frankfurt

      DE

      German

       Hans Peter Eichinger

      1.695,- EUR

      Book Now

      Hans Peter Eichinger

      Hans Peter Eichinger ist ein versierter Coach und Verkaufsleiter mit mehr als 25 Jahren praktischer Erfahrung beginnend mit Start-up Firmen über Fachhandels Unternehmen bis hin zum komplexen Investitionsgüter Geschäft.

      Die vergangenen 20 Jahre hat Hans Peter für die W.L. Gore & Associates GmbH (die...

      26.09.17 - 27.09.17

      Milan

      IT

      Italian

       Luca Image

      1.695,- EUR

      Book Now

      Luca Image

      Luca Image ist ein auf komplexe Vertriebsprozesse im B2B-Umfeld spezialisierter Verkaufsberater.

      Luca bietet – als unabhängiger MHI Global-Verkaufsberater – Unterstützung, Beratung und Training innerhalb von Organisationen an, um bessere Vertriebs- und Transformationsprozesse zu entwickeln und es...

      04.10.17 - 05.10.17

      Oslo

      NO

      Norwegian

       Sigurd Solbu

      1.695,- EUR

      Book Now

      Sigurd Solbu

      Sigurd Solbu brings to MHI Global more than 36 years of experience in sales and management. In this role, Sigurd partners with organizations to retain top talent, improve communications, increase collaboration, develop emotionally intelligent leaders, build peak performing teams, and engage their...

      05.10.17 - 06.10.17

      Zurich

      CH

      German

       Heribert Schuwerk

      1.695,- EUR

      Book Now

      Heribert Schuwerk

      Heribert ist ein dynamischer, inspirierender Berater, der aufgrund seiner Persönlichkeit und seiner Erfahrung schnell Glaubwürdigkeit und Vertrauen bei seinen Kunden und Partnern aufbaut.

      Seine Berufserfahrung als Führungskraft im Vertrieb und Marketing, wobei er über 20 Jahre Erfahrung auf hoher...

      17.10.17 - 18.10.17

      Madrid

      ES

      Spanish

       Luis Miguel Saiz

      1.695,- EUR

      Book Now

      Luis Miguel Saiz

      Luis‘ gesamte Karriere hat sich im Vertriebs- und Marketingbereich entwickelt, wobei er über 32 Jahre Erfahrung in Schlüsselpositionen bei führenden, internationalen Konzernen in verschiedenen Branchen sammeln konnte. Dabei erzielte er hervorragende Ergebnisse im Teammanagement, im globalen Key...

      21.11.17 - 22.11.17

      Milan

      IT

      Italian

       Luca Image

      1.695,- EUR

      Book Now

      Luca Image

      Luca Image ist ein auf komplexe Vertriebsprozesse im B2B-Umfeld spezialisierter Verkaufsberater.

      Luca bietet – als unabhängiger MHI Global-Verkaufsberater – Unterstützung, Beratung und Training innerhalb von Organisationen an, um bessere Vertriebs- und Transformationsprozesse zu entwickeln und es...

      22.11.17 - 23.11.17

      Oslo

      NO

      Norwegian

       Sigurd Solbu

      1.695,- EUR

      Book Now

      Sigurd Solbu

      Sigurd Solbu brings to MHI Global more than 36 years of experience in sales and management. In this role, Sigurd partners with organizations to retain top talent, improve communications, increase collaboration, develop emotionally intelligent leaders, build peak performing teams, and engage their...

      12.12.17 - 13.12.17

      Frankfurt

      DE

      German

       Hans Peter Eichinger

      1.695,- EUR

      Book Now

      Hans Peter Eichinger

      Hans Peter Eichinger ist ein versierter Coach und Verkaufsleiter mit mehr als 25 Jahren praktischer Erfahrung beginnend mit Start-up Firmen über Fachhandels Unternehmen bis hin zum komplexen Investitionsgüter Geschäft.

      Die vergangenen 20 Jahre hat Hans Peter für die W.L. Gore & Associates GmbH (die...

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