CONCEPTUAL SELLING

Background
Complexities of modern business Inter-linked targets, less result-oriented for

sales.
Traditional approach Product Competency Todays need to transform sales from product-

led to solution-led.

Why organizations should shift to this model?

Inadequate prospecting and new business development Struggling to differentiate the products and services

from competitors
Lacking in customer interactions Inability invisibility to locate significant opportunities

Introduction
A modern approach to traditional selling
Also called as No Sell Selling Allows the buyer to conceptualize the benefits in

buying the product

Not necessarily a problem-solving concept
Starts with Tactical planning in 3 stages.

Bridging the gap

Tactical Planning Stage

Focusing the expectations

Getting Information

Getting information

Getting Commitment

Result

 Understand and Identify Buyers Concept

Focus the Expectations
Discrepancy gap Importance gap Problem gap

Establish a Connection

Process of Conceptual Selling

Tactical Planning
Research and Survey Initial Sales Approach

Proposal
Demonstration Close Service

Advice for Effective Conceptual Selling

Prospects have more reasons to buy than we do to sell Stop Closing..Start Opening Dont give them a business card Stop selling features and benefits Stop educating the prospect Get a timer Dont get commission breath Authors apology No puppy dogs Stop trying to control the sale Stop asking for their name and number People buy for their reasons not ours Stop being enthusiastic Stop assuming the close Dont overdress Dont tell the prospect everything you know Dont have a vanity wall You cant talk anyone into anything Actual questions.and statements How to sell at prices higher than your competition