Conceptual Selling®

Workshop Information

Conceptual Selling®
Customer Interaction Strategy for Winning Complex Sales

Conceptual Selling® helps salespeople connect the way they sell to the way their customers buy. The program clearly defines how to unearth a customer’s key issues and concerns in order to better focus selling efforts on what the buyer needs to accomplish. With Conceptual Selling®, salespeople gain a framework to view the sale from the customer’s perspective, build credibility, and create collaborative win-win solutions.

This program, which uses Miller Heiman’s Green Sheet, provides a consistent method for creating high-value solutions that are difficult for competitors to replicate. Participants will learn to better interpret information about the prospect to craft a comprehensive solution that matches the needs of the buying organization.

Conceptual Selling® gives organizations a common process and language for intelligently pursuing sales opportunities. This allows internal teams to improve collaboration on large deals and see more movement of opportunities through the sales cycle.

Conceptual Selling® may be the right solution if your company is trying to:
• Transition from a product-led sale to a solution-led sale
• Differentiate your products and services from your competitors
• Professionalize your sales force
• Implement a consistent process to plan customer interactions
• Provide management visibility into significant opportunities
• Evaluate where to best invest business development resources

Workshop Agenda

April 08-09, 2010 from 8:30AM to 4:30PM. Breakfast and lunch are included each day. Continental breakfast begins at 8:00AM.

Location

BatteryMarch - map
60 Batterymarch St., 2nd floor
Boston, MA 02110 USA
Tel: +1 (617) 556-8000

Recommended Hotel Information

Hilton Hotels Corporation - map
89 Broad Street
Boston, MA 02110 
Tel: +1 (617) 556-0006