Practical Call Planning Strategies for Complex Sales
Miller Heiman's Conceptual Selling® process helps organizations and individuals
sell more effectively by aligning the way they sell to the way their customers
buy. It is especially helpful for organizations transitioning from a product-led
sale to a solution-led sale.
Conceptual Selling® requires salespeople to first understand their
customers' issues – what they are trying to accomplish, fix or avoid – and then
apply their expertise to jointly develop solutions. This consultative approach
builds credibility and trust, and solutions that are difficult for competitors
to replicate.
It also gives an organization a common process and language for planning each
customer interaction. For example, the process helps a salesperson create "valid
business reasons" to open doors with new prospects and then identify important
information and commitments from the customer to move the sale forward.
This rigor and consistency ensures a high level of professionalism,
facilitates effective sales management, and dramatically increases the odds of
winning the business.
If your organization is trying to address the following issues, then Conceptual Selling® may be the right solution:
- Transitioning from a product-led sale to a solution-led sale
- Inadequate prospecting and new business development efforts
- Struggling to differentiate your products and services from your
competitors
- Lacking a rigorous and consistent process to plan customer interactions
- Needing to "professionalize" your sales force
- Lack of management visibility into significant opportunities
"We've 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 for an 80% close
rate.
- Mike Chaudron, National Sales Manager, NSF
International
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