Why should you see the sale from the customer’s perspective?

Customer interaction strategy for winning complex sales

“We had numerous wins. In fact, over the past six months, we’ve gone after five major accounts in my business unit. Using Conceptual Selling® techniques, we won four of them with an 80% close rate.”
National Sales Manager, NSF International

Conceptual Selling® helps salespeople connect the way they sell to the way their customers buy. It provides clarity and focus on how to unearth a customer’s key issues and concerns. Conceptual Selling® focuses selling effort on what the buyer needs to accomplish. Adding to existing individual expertise, salespeople learn a complete methodology to help view the sale from the customer’s perspective, build credibility and create collaborative win-win solutions.

This programme provides a consistent, repeatable process for creating high-value solutions which are difficult for competitors to replicate. Participants will learn to interpret information about the prospect, in order to craft a comprehensive solution that matches the needs of the buying organisation. It helps build credibility and trust. The rigour and consistency that comes with this discipline ensures a high level of professionalism, facilitates effective sales management and dramatically increases the odds of winning the business.

Business benefits:

  • Better understanding of your customers’ business and buying environment
  • Better targeting and qualifying of opportunities
  • Common language and a common sales process
  • Greater objectivity and understanding of reality
  • More effective planning and time-specified action plans
  • Improved teamwork
  • Higher sales conversion rates and revenues
  • Reduced sales cycle times
  • Stronger long term relationships
  • Improved communication across sales teams

Choose Conceptual Selling® if you wish to:

  • Transition selling from a product led sale to a solution led sale
  • Differentiate your products and services from your competitors
  • Build a rigorous and consistent process to plan customer interactions
  • Increase the effectiveness of your sales force
  • Improve prospecting and new business development efforts
  • Create management visibility into significant opportunities