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Conceptual Selling

Conceptual selling refers to selling highly customized solutions that are difficult to measure or replicate by competitors. It requires salespeople to understand customers' goals and jointly develop solutions to address them. This builds credibility, trust, and solutions tailored to each customer. Conceptual selling involves providing information, persuading customers, establishing and building relationships, and sustaining relationships over time. It requires flexibility to tailor presentations and allow for two-way communication and face-to-face interaction in order to understand customers and convince them to change buying patterns.

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Saurabh Khare
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277 views

Conceptual Selling

Conceptual selling refers to selling highly customized solutions that are difficult to measure or replicate by competitors. It requires salespeople to understand customers' goals and jointly develop solutions to address them. This builds credibility, trust, and solutions tailored to each customer. Conceptual selling involves providing information, persuading customers, establishing and building relationships, and sustaining relationships over time. It requires flexibility to tailor presentations and allow for two-way communication and face-to-face interaction in order to understand customers and convince them to change buying patterns.

Uploaded by

Saurabh Khare
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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By Arun Mishra

Conceptual

Selling refers to selling a highly customized solution or a concept that cant be easily measured its worth. 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.

Services
Goods Insurance Banking Education

Providing

Information Persuading Establishing a relationship Building a relationship Sustaining the relationship

Flexibility

in terms of tailoring the sales presentation. Two way communication and face to face interaction. More time and opportunity to convince customers. When we talk to customers they change their positions to adopt new buying patterns or behavior. More opportunity to understand clients. Helps to establish rapport with the client.

Suspecti ng

Follow Up

Prospect ing

Closing the Sales

Approa ch

Handling Objection s Communi cating Solution

Need Discovery

Telephonic

Sales Call

Cold Call/Appointment Call Follow up Call

Personal

Visit Call

Cold Calling Follow-up Call Closure Call

Walk-in

Call

Opening
Probing Need Open Probe Closed Probe Offering

Identification

Suggesting the product/service. Communicating Features & benefits.


Communicate only 2-3 Feature associated with benefits & advantages.
Objections Handling Be polite and respond instead of reacting. Use following techniques:

Emptying Technique Caging Technique Fogging

Trial

Close Techniques

Ego Close Challenge Close Pen Down Close Assumptive close The Alternate or Choice close I recommend close The benefits Close The ultimatum or last chance close

Final

Close Generating the Order

Know

more about the customer Prepare Tables & Charts to support your point. Be appropriately dressed and make a favorable impression Better to take an appointment rather than just dropping in on a customer. Be punctual, never be late Practice Basic Etiquette and courtesies Spend a minute or two making polite enquiries Do not waste the customers time Ask questions and listen to the answers

Try

to build relationships, not to sell products Tell the truth. Integrity has long term value Be a advisor, not a salesman First get convinced ourselves. If you are not convinced, clients will not be! Provide responsive and anticipatory after-sales service

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