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.

Content

Strategic Selling®
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.

Conceptual Selling®
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.

Agenda

DAY 1

Introduction: Changes; Workshop: Changes, strengths and red flag; The single-sales target; Workshop: The single-sales target

Break

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

Lunch

Attitude of purchase influencers; Workshop: Attitudes, review purchase influencers; Workshop: Reviews, I win - you win, winning results; Workshop: Winning Results

Break

How to get to decision makers?; Workshop: How to get to decision makers ?; Tasks for the evening; Overview Day II

DAY 2

Questions day I/Overview day II; Competition; Workshop: Competition, ideal customer profile; Workshop: ideal customer profile, the sales funnel; Workshop: The Sales Funnel

Break

Blue Sheet Group work; Debriefing and reconciliation of Conceptual Selling

Lunch

Introduction Conceptual Selling; Buying and selling process; elements of conversation opening; joint venture sales method; Workshop: Joint venture sales method

Break

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

Questions day II / overview day III; collecting information; excellent communication; question types

Break

Providing information; differentiation workshop; unique strengths; Workshop: Unique strengths

Lunch

Effecting obligation commitment issues; Workshop: commitment issues, basic problem; Workshop: Basic problem

Break

Debrief; Green Sheet Group work; implementation; program evaluation

Feedback

"...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

Certifications

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.

more informations

Dates & costs

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DateCityCountryLanguage
Price(+VAT)

25.06.18 - 27.06.18 MadridESSpanish
2695,- EUR

17.07.18 - 19.07.18 Milton KeynesGBEnglish
2300,- GBP

06.08.18 - 08.08.18 FrankfurtDEGerman
2695,- EUR

07.08.18 - 09.08.18 Milton KeynesGBEnglish
2300,- GBP

10.09.18 - 12.09.18 AmersfoortNLEnglish
2695,- EUR

11.09.18 - 13.09.18 Milton KeynesGBEnglish
2300,- GBP

17.09.18 - 19.09.18 ParisFRFrench
2695,- EUR

24.09.18 - 26.09.18 FrankfurtDEGerman
2695,- EUR

26.09.18 - 28.09.18 MilanITItalian
2695,- EUR

09.10.18 - 11.10.18 Milton KeynesGBEnglish
2300,- GBP

15.10.18 - 17.10.18 ZurichCHGerman
2695,- EUR

22.10.18 - 24.10.18 GrazATGerman
2695,- EUR

06.11.18 - 08.11.18 Milton KeynesGBEnglish
2300,- GBP

07.11.18 - 09.11.18 FrankfurtDEGerman
2695,- EUR

10.12.18 - 12.12.18 ParisFRFrench
2695,- EUR

10.12.18 - 12.12.18 FrankfurtDEGerman
2695,- EUR

11.12.18 - 13.12.18 Milton KeynesGBEnglish
2300,- GBP

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