Strategic Selling® and Conceptual Selling®

0 Published: June 24,2016
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There are two processes at work in every sale: the selling process and the buying process.

The Strategic Selling® and Conceptual Selling® Customer-Focused Interactions programs combine to offer a process to strategically pursue complex opportunities by understanding the buying and selling processes at work. The program helps map out both the sales opportunity being pursued as well as the expected outcomes of each critical customer interaction.

From the seller’s point of view, the Strategic Selling® process provides visibility into the sales opportunity. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information.

While salespeople have typically been trained to focus on the selling process, there is also a buying process that must be recognized and understood. Conceptual Selling® Customer-Focused Interactions shifts the focus from the selling to the buying process. This program provides a simple, repeatable structure that adds discipline to be client focused and results oriented at every customer meeting.

This program combination provides organizations a more complete picture of the elements at play in a complex sale. Time and energy will be focused on those opportunities most likely to become profitable, long-term customers. This combination also gives organizations a common process and language for pursuing sales opportunities and planning for effective customer interactions.

The combined Strategic Selling® and Conceptual Selling® program supports organizations in their efforts to:

  • Secure approval from multiple decision makers.
  • Professionalize your sales force.
  • Gain more visibility into the status of important sales opportunities.
  • Forecast revenue with greater accuracy.
  • Ensure opportunities are advancing toward closed business with every interaction
  • Transition from a product-led sale to a solution-led sale.
  • Differentiate your sales team against competition.
  • Implement a consistent process to plan customer interactions and eliminate non-productive customer meetings
  • Engage cross-functional departments in your customer management strategy


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