TCI Sales University: Conceptual Selling

TCI is pleased to present a series of workshops in 2010 focused on sales strategies and skills. The second in the series will be held on April 8 and 9 and will tackle "conceptual selling".

Conceptual Selling®
Customer Interaction Strategy for Winning Complex Sales

April 8-9, 2010
Batterymarch Conference Center, 60 Batterymarch Street, Boston
8:30 am – 4:30 pm
Cost: $1595

Breakfast and lunch are included each day. Continental breakfast begins at 8:00 am.

Receive a FREE Miller Heiman book when you register for this program: Prospecting & Qualifying: Finding the right business in today's economy.  Use Promotional Code: TCI2010

To register online, CLICK HERE. Please contact Abby Tracy at atracy@commonwealthinstitute.org or (617) 888-7156 with any questions.

Conceptual Selling® may be the right solution if your company is trying to:
• Transition from a product-led sale to a solution-led sale.
• Differentiate your products and services from your competitors.
• Professionalize your sales force.
• Implement a consistent process to plan customer interactions.
• Provide management visibility into significant opportunities.
• Evaluate where to best invest business development resources.

Who Should Attend:
This program is applicable to any member of your organization interacting with customers and prospects either face-to-face or over the phone during the sales process. This includes field sales, sales support, senior leadership, and sales engineers.

Conceptual Selling® helps salespeople connect the way they sell to the way their customers buy. The program clearly defines how to unearth a customer's key issues and concerns in order to better focus selling efforts on what the buyer needs to accomplish. With Conceptual Selling®, you will gain a framework to view the sale from the customer's perspective, build credibility, and create collaborative win-win solutions.

This program provides a consistent method for creating high-value solutions that are difficult for competitors to replicate. Participants will learn to better interpret information about the prospect to craft a comprehensive solution that matches the needs of the buying organization.

Conceptual Selling® gives organizations a common process and language for intelligently pursuing sales opportunities. This allows internal teams to improve collaboration on large deals and see more movement of opportunities through the sales cycle. This process is documented by using a sales tool called a Green Sheet that can be integrated with all popular CRM systems.

Miller Heiman Alumni Resources

After participating in any Miller Heiman workshop, you are entitled to lifetime alumni benefits including:

• Sales Process Tools and Materials
• Networking Events
• Live Support from Sales Process Experts

About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting, training seminars and proprietary intellectual property. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and offers programs in more than 30 countries. For regular updates on new articles, events, and products, follow @MillerHeiman on Twitter.