Conceptual Selling Ppt 4im4o

CONCEPTUAL SELLING

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

sales. • Traditional approach – Product Competency • Today’s 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 Buyer’s 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 asking for their name and number

Stop Closing………..Start Opening

People buy for their reasons – not ours

Don’t give them a business card

Stop being enthusiastic

Stop selling features and benefits

Stop assuming the close

Stop educating the prospect

Don’t overdress

Get a timer

Don’t tell the prospect everything you know

Don’t get commission breath

Don’t have a vanity wall

Author’s apology

You can’t talk anyone into anything

No puppy dogs

Actual questions……….and statements

Stop trying to control the sale

How to sell at prices higher than your competition