Advanced Concepts^SM for
Conceptual Selling®

Miller Heiman’s Advanced Concepts for Conceptual Selling® takes adoption of the Conceptual Selling® process to the next level. It empowers sales professionals to make every customer interaction count.

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Modules in this series include:

Knowing Why Customers Buy

To maximize return on investment, salespeople must focus activities on customers who are serious about buying. This module illustrates how to step back and determine where clients are in the buying process by unearthing trigger events and identifying the various Concepts that exist in order to create solutions customers will choose.

Differentiating Through Effective Conversations

Each meeting is an opportunity to better understand how to connect solutions to customer Concepts. Salespeople should capitalize on these interactions to ensure they receive the insights needed to create Win-Win solutions. Components include tips for being an active listener, a method to quickly assess calls, and ways to create value in the customer’s eyes through differentiation.

Getting and Managing Effective Client Meetings

The ability to facilitate a meeting with a conversational feel and flow help salespeople successfully gain ground and strengthen relationships while further establishing credibility. Salespeople will learn how to overcome common meeting challenges such as new and unexpected Buying Influences in attendance, circumstances that may have changed since the meeting was scheduled, and customers who seem to be at a different stage in the process than you are.

Understanding and Eliminating Resistance
It is often assumed that price is the reason a client chooses an alternate solution. This module shows how salespeople can identify and resolve Basic Issues that prohibit opportunities from moving forward. Experts share ways to better understand verbal and non-verbal signals from customers and demonstrate how to tactfully coax contacts into discussing the real issues behind a hesitation.

Accelerating the Sales Cycle
Action Commitments made at every interaction push each sales opportunity forward. But before salespeople can ask for them, they must understand where prospects are in the buying process to determine the most they can hope for at that point and the least they should accept. This module focuses on how salespeople can better ask for those commitments so that prospects and customers agree to commit to them and deliver on those commitments as promised.

Navigating Through Complex Sales
With so many changes in the marketplace, is it any wonder that sales opportunities continue to grow more complex? This module equips salespeople with insights and ideas so they can better navigate the complexities in their sales opportunities, ultimately differentiating themselves as partners focused on delivering results.

* Conceptual Selling® Customer-Focused Interactions is a prerequisite to this program.

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