Conceptual Selling helps salespeople connect the way they sell to the way their customers buy. The Miller Heiman 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.