Strategic Selling and Conceptual Selling
Strategic Selling® helps organisations 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.
Strategic Selling® significantly improves the odds of winning complex sales opportunities. It gives organisations 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. Organisations will have the tools to help salespeople focus time and energy on those opportunities most likely to become profitable, long-term customers.
Every interaction with a customer is too important to leave to chance. Conceptual Selling® Customer-Focused Interactions help salespeople better prepare for their time with customers. Using the popular Green Sheet tool (now called Meeting Plan), organisations gain a framework to view the sale from the customer's perspective, build credibility, and create collaborative Win-Win solutions.
Introduction: Changes; Workshop: Changes, strengths and red flag; The single-sales target; Workshop: The single-sales target
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
Attitude of purchase influencers; Workshop: Attitudes, review purchase influencers; Workshop: Reviews, I win - you win, winning results; Workshop: Winning Results
How to get to decision makers?; Workshop: How to get to decision makers ?; Tasks for the evening; Overview Day II
Questions day I/Overview day II; Competition; Workshop: Competition, ideal customer profile; Workshop: ideal customer profile, the sales funnel; Workshop: The Sales Funnel
Blue Sheet Group work; Debriefing and reconciliation of Conceptual Selling
Introduction Conceptual Selling; Buying and selling process; elements of conversation opening; joint venture sales method; Workshop: Joint venture sales method
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
Questions day II / overview day III; collecting information; excellent communication; question types
Providing information; differentiation workshop; unique strengths; Workshop: Unique strengths
Effecting obligation commitment issues; Workshop: commitment issues, basic problem; Workshop: Basic problem
Debrief; Green Sheet Group work; implementation; program evaluation
"...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
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 & costs
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Personal contact is always the best option. This is why we gladly call you, free of charge, at your desired date. Simply leave a phone number and tell us when we can call you.