Sales process cannot be organized or executed without following a sales methodology.
Conceptual Selling® methodology is used for planning and executing customer interactions.
This methodology ensures that businesses follow a customer-centric behavior and align sales activities with customers’ decision-making process.
Conceptual Selling® was founded on one basic fact.
Customers don’t buy a product or a service – they buy the concept that the solution is based on.
Robert Miller and Stephen Heiman have urged salespeople not to lead with a sales pitch.
They must seek to understand how much the prospect understands their product and uncover the potholes in their decision process.
As a business owner or manager, train your sales team, ask smart questions that fall under these five categories.
Conceptual Selling® methodology emphasizes listening.
The methodology provides business owners and managers with a process for planning and executing effective customer interactions.
With Conceptual Selling® managers and sales team members can entirely focus on customers’ buying process and the reasons behind the actions that customers take.
Business owners can find the competitive advantage of their product, service or solution.
And they can decide the plan of action based on the findings. Every sales cycle has critical points-of-impact.
The way your sales reps are projecting your solution in the market to the prospects; influences the outcome of a deal.
This cycle starts after your sales reps make the first sales call.
Conceptual Selling® technique helps with these pain points:
Let’s take a look at the benefits businesses can derive from Conceptual Selling®.
Knowing the core problem your prospect is facing, helps you understand how much he needs your solution.
Knowing your prospect’s problem allows you to close with more confidence. This increases your sales closing ratio.
In a typical sales cycle, your marketing team hands you a bunch of leads based on their actions on your website or social media pages.
Your sales team gets an equally divided list and after that, they start their sales approach.
The main motive is to get them inside your sales pipeline and help them become a customer.
Sometimes, you lose your prospects while taking them through the stages.
There are various reasons.
Endless possibilities for losing a prospect.
Conceptual Selling® enhances your sales cycle’s productivity by supporting the prospects in their decision-making process.
Actively listening to the prospects helps sales professionals take the consultative approach.
A prospect loves to feel that he is not a number on your list.
Instead, he is an actual human being with real pain points that needs immediate help.
Such an approach allows your prospects to trust your business and in turn, move smoothly along the sales funnel.
Conceptual Selling® allows your sales reps to turn the prospects into customers and even brand promoters.
Brand promoters are healthy for your business. Positive word-of-mouth helps you push more prospects into the sales funnel.
Which means you are getting more deals into the sales pipeline.
Having a well-sorted sales funnel helps in getting better deals in your pipeline.
The flow of entering prospects into your sales funnel allows you to work with better productivity.
Let’s simplify this.
Your sales reps know that their role is to consult and find out if the prospect fits the “buyer persona.”
Yes, they will ask the questions, but they will also listen to the prospect.
Less talking, more listening.
This way, your sales team will be giving more time to the right prospects, make their buying process smooth, and close more sales in less time.
Conceptual Selling® methodology enables salespeople to:
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Rollback for a decade and you will understand salespeople mainly learned how to talk the prospect into making a purchase, not to listen and understand how they fit your solution.
The Conceptual Selling® methodology places considerable emphasis on listening.
Sales was about how well sales reps could pitch and how well they could close!
In Conceptual Selling®, the salesperson learns to begin their sales pitch by listening to the prospect.
After listening to the prospect’s problems he introduces your product or service as a solution.
Why is ‘listening’ such a critical component of Conceptual Selling®?
Simple. The prospect’s concept of the issues their company is facing helps with the reason to make a purchase.
There are hundreds of solutions out there. Why should the prospect buy from you?
The answer is by understanding how much the prospect needs your product.
Your salesperson will not obtain the statement mentioned above until he gets the information from the prospect himself.
And he, of course, can’t do the same without asking the right questions.
Conceptual Selling® is designed around asking intelligent questions to your prospects.
We use the word intelligent because you would not want to waste the prospects time with you on unnecessary questions.
The questions fall into three stages
Ask a question and understand what issues the prospect is facing in the business.
Share how, based on their conversation, your solution fits.
Ask the prospect if he is ready to make the purchase.
All transactions must be win-win for both the prospect and the salesperson; if the salesperson feels this is not the case, they should walk away from the deal.
Instead of dealing specifically with selling a product, it deals with the prospect’s concept of a product or service and relating it to the prospect’s issues.
To succeed in sales, every interaction with customers must be treated as an opportunity of creating a lasting relationship.
We are sure your sales process will help prospects in solving the problem they face in their business using this methodology.
In the modern business scenario, practical sales training puts the customer at the center.
Customers examine more information than before. This leads to information overload and difficulty in sales planning.
As a seller, you must plan these valuable interactions in an effective manner.
Doing so will not just maximize your customer interaction time; it will also improve the opportunity of closing the deals much faster.
The add-on opportunity for uncovering potential opportunities is another motivating factor.
Conceptual Selling® is a selling methodology developed by Miller Heiman.
Club it with the best CRM software out there.
Your CRM solution must mirror your sales process.
The answers to your prospects’ questions and the questions your sales professionals have regarding prospects intention to make a purchase get stored and managed at the same places, every time.
We hope this article helped you understand the concept of Conceptual Selling® sales methodology.
To successfully apply the methodology in your sales process, merge it with a highly efficient CRM solution.
This merger will help in efficient sales management and allow upper-level management to:
A sales intelligence tool like Salesmate CRM for small business helps your sales process stages.
It maps out the stages in a precise manner.
Create a playbook where:
The metrics mentioned above will help in smoothly moving your prospects to the next stage.
Salesmate CRM provides these features to small and mid-size businesses:
Go on and try out Salesmate today and experience the art of managing your sales!