Conceptual Selling

8/4/2019 Conceptual Selling

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By Arun Mishra


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Conceptual Selling refers to selling a highly

customized solution or a concept that cant beeasily 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.


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Services

Goods

Insurance

Banking

Education


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Providing Information

Persuading

Establishing a relationship

Building a relationship

Sustaining the relationship


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Flexibility in terms of tailoring the salespresentation.

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 orbehavior.

More opportunity to understand clients.Helps to establish rapport with the client.


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Suspecti

ng

Prospecting

Approach

NeedDiscovery

Communicating

Solution

HandlingObjection

s

Closingthe

Sales

FollowUp


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Telephonic Sales Call

Cold Call/Appointment Call

Follow up Call

Personal Visit Call Cold Calling

Follow-up Call

Closure Call

Walk-in Call


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Opening

Probing Need Identification Open Probe Closed Probe

Offering Suggesting the product/service.Communicating Features & benefits. Communicate only 2-3 Feature associated with

benefits & advantages.

Objections HandlingBe polite and respond instead of reacting. Use followingtechniques:

Emptying Technique

Caging Technique

Fogging


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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


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Know more about the customer Prepare Tables & Charts to support your point.

Be appropriately dressed and make a favorableimpression

Better to take an appointment rather than justdropping in on a customer.

Be punctual, never be late

Practice Basic Etiquette and courtesies

Spend a minute or two making polite enquiriesDo not waste the customers time

Ask questions and listen to the answers


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Try to build relationships, not to sellproducts

Tell the truth. Integrity has long term

valueBe a advisor, not a salesmanFirst get convinced ourselves. If you are

not convinced, clients will not be!

Provide responsive and anticipatoryafter-sales service


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Documents

Conceptual Selling