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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.

Strategic Selling and Conceptual Selling

Strategic Selling and Conceptual Selling

Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. Conceptual Selling® Customer-Focused Interactions programme provides a simple, repeatable structure that should be considered essential for anyone who interacts with customers.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentStrategic Selling and Conceptual Selling Milton Keynes Milton Keynes -

> Neil Adams Miller Heiman Europe GmbH

Strategic Selling®
Strategic Selling® significantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with a low probability of success. Organizations will have the tools to help salespeople focus time and energy on those opportunities most likely to become profitable, long-term customers.

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. Using the popular Green Sheet tool (now called Meeting Plan), organizations gain a framework to view the sale from the customer's perspective, build credibility, and create collaborative Win-Win solutions.

Objectives and Benefits

Target group

Agenda

Day 1
10:00 - 11:00 Introduction: Changes; Workshop: Changes, strengths and red flag; The single-sales target; Workshop: The single-sales target
11:00 - 11:15 Break
11:15 - 13:00 Euphoria to panic; Workshop: Euphoria to panic, the purchase influencers; Workshop: The purchase influencers, role / influence degree of buying influencers; Workshop: Role / influence degree of buying influencers
13:00 - 14:00 Lunch
14:00 - 16:00 Attitude of purchase influencers; Workshop: Attitudes, review purchase influencers; Workshop: Reviews, I win - you win, winning results; Workshop: Winning Results
16:00 - 16:15 Break
16:15 - 18:30 How to get to decision makers?; Workshop: How to get to decision makers ?; Tasks for the evening; Overview Day II
Day 2
09:30 - 11:00 Questions day I/Overview day II; Competition; Workshop: Competition, ideal customer profile; Workshop: ideal customer profile, the sales funnel; Workshop: The Sales Funnel
11:00 - 11:15 Break
11:15 - 13:00 Blue Sheet Group work; Debriefing and reconciliation of Conceptual Selling
13:00 - 14:00 Lunch
14:00 - 16:00 Introduction Conceptual Selling; Buying and selling process; elements of conversation opening; joint venture sales method; Workshop: Joint venture sales method
16:00 - 16:15 Break
16:15 - 18:30 Concept of purchase influencers; Workshop: Concept of purchase influencers, “Green words”, The compelling business reason; Workshop: The compelling business reason, action commitment; Workshop: Action commitment, credibility; Workshop: credibility
Day 3
09:00 - 11:00 Questions day II / overview day III; collecting information; excellent communication; question types
11:00 - 11:15 Break
11:15 - 13:00 Providing information; differentiation workshop; unique strengths; Workshop: Unique strengths
13:00 - 14:00 Lunch
14:00 - 15:30 Effecting obligation commitment issues; Workshop: commitment issues, basic problem; Workshop: Basic problem
15:30 - 15:45 Break
15:45 - 17:00 Debrief; Green Sheet Group work; implementation; program evaluation

Participants' Comments

"...the finest high-level training programme I've ever seen. It's efficient, professional, a mini-MBA in how to sell."

SENIOR VICE PRESIDENT, FOOD MANUFACTURING

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 feesStrategic Selling and Conceptual Selling

Date

City

Country

Language

Coach

Price

Book

18.09.17 - 20.09.17

Paris

FR

French

 Bruno Saucourt

2.695,- 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...

25.09.17 - 27.09.17

Frankfurt

DE

German

 Hans Peter Eichinger

2.695,- 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...

03.10.17 - 05.10.17

Oslo

NO

Norwegian

 Sigurd Solbu

2.695,- 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...

04.10.17 - 06.10.17

Zurich

CH

German

 Heribert Schuwerk

2.695,- EUR

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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...

16.10.17 - 18.10.16

Madrid

ES

Spanish

 Luis Miguel Saiz

2.695,- 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 - 23.11.17

Oslo

NO

Norwegian

 Sigurd Solbu

2.695,- 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...

11.12.17 - 13.12.17

Frankfurt

DE

German

 Hans Peter Eichinger

2.695,- 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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