Advanced Concepts℠ for Strategic Selling® and Conceptual Selling®

Miller Heiman’s Advanced Concepts for Strategic Selling® and Conceptual Selling® takes adoption of the processes to the next level. It empowers sales professionals to improve their performance by providing real world, practical application of program concepts.

Click on the thumbnail
for a printable version

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.

Finding and Developing Coaches
You can significantly improve close rates by securing a Coach for your most critical opportunities. In this module, you’ll get great ideas from the experts on where to find potential Coaches, the types of people that make great Coaches, and how to develop long-term customer relationships to ensure success.

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.

Moving Deals through the Funnel
Too many deals or opportunities get stuck in the funnel. Letting them languish wastes valuable time and resources. In this module, experts review information and provide actionable insights you can take away immediately to move a stuck opportunity forward.

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.

Building Long-Term Customer Relationships
There are several reasons why deals are lost, but few are as significant as the failure to identify a Buying Influence’s personal Win, and the business result connected to it. In this module, experts share personal stories and pose key questions to help uncover each Buying Influence’s Business Result and Personal Win. They discuss the importance of delivering on the Personal Win and how it leads to a long-term Win-Win relationship.

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.

Focusing on Your Best Opportunities
It’s not always easy to walk away from an opportunity, but sometimes that is the best action. In this module, experts share best practices on how to decide which opportunities to walk away from and which ones you need to nurture to retain the long-term relationship with a client or prospect. There’s also a good discussion on the importance of a consistent Win-Loss review process and how that can improve the salesperson and the organization.

print page discuss with an expert