How can you connect the selling process with the buying process?

Aligning buying and selling processes in complex sales –
a total solution

Strategic Selling®and Conceptual Selling® programmes combine seamlessly to offer a process to strategically pursue complex opportunities by understanding both the buying and selling processes at work. The programme helps map out both the sales opportunity being pursued and the expected outcomes of each critical customer interaction.

From the seller’s point of view, the Strategic Selling® process provides visibility into the sales opportunity. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, uncovering essential information critical to the sale. Participants will learn to evaluate their competitive position, differentiate their company by leveraging its unique strengths and develop comprehensive action plans to address the business and personal motives of each individual in the client organisation.

Conceptual Selling® shifts the focus from seller to buyer and helps salespeople connect the way they sell to the way their customers buy. The programme 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. Conceptual Selling® gives a sales person a framework to view the sale from the customer’s perspective, build credibility and create collaborative win-win solutions.

This programme combination provides organizations with a more complete picture of the elements at play in a complex sale. Participants will learn how to focus time and energy on those opportunities most likely to become profitable, long term customers. This combination also gives organizations a common process and language for pursuing sales opportunities and planning for effective customer interactions.

Specify Strategic Selling® and Conceptual Selling® if your company is trying to:

  • secure approval from multiple decision makers
  • navigate the internal bureaucracy of customers and prospects
  • gain more visibility into the status of important sales opportunities
  • forecast revenue with greater accuracy
  • increase close rates for opportunities with long sales cycles
  • transition from a product led sale to a solution led sale
  • differentiate your products and services from your competitors
  • implement a consistent process to plan customer interactions

Customer relationship management (CRM) integration available. Clients who have integrated Strategic Selling® and Conceptual Selling® into their sales process see the best results when the process is reinforced. Learn how Strategic Selling® Coaching, Conceptual Selling® and Strategic Selling® Funnel Management offer organisations an on-going method to support consistent process implementation.