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Conceptual Selling®

For planning and executing customer interactions

In every sales cycle there are critical points-of-impact where what you say and how you say it can dramatically influence the outcome of the deal. It begins with your first sales call and continues with every communication you have with your prospect. 

Conceptual Selling helps salespeople align their selling process with customers buying process. It gives salespeople a way to view the situation from the customer’s perspective and create win-win solutions for both organisations. 

Typical sales challenges or problems that can be helped or solved:

  • Weak sales forecasting accuracy, wide variation between optimism and pessimism
  • No measurable goals for meetings
  • Assessment of meetings and progress based on feeling rather than on facts
  • No understanding of the most important strengths and differentiation from customer point of view
  • Low contact level within accounts, not finding ways past gatekeepers
  • Difficulties securing meetings with right decision makers
  • No knowledge of where the customer is in his own buying process
  • Assuming the need and the solution the customer is looking for
  • Product led sales
  • Talk too much, listen too little



Conceptual Selling is a methodology for planning and executing effective customer interactions. It ensures customer centric behavior and aligns sales activities with customer’s buying and decision making process.

  • Gives a process for planning and executing effective customer interactions
  • Focuses on customer’s buying process and reasons why the customer is doing something
  • Aligns the selling process to customer’s buying and decision making process
  • Creates differentiation by focusing on strengths as the customer perceives them
  • Find out your position compared to competition and the commitment level of the customer
  • Find out how probable the sale is, what buying criteria and buying motivations customer’s representatives have
  • Find out real world competitive advantage of your product, service or solution and make an action plan based on that
  • The result will be a more effective sales meeting that moves the buying process forward


Typical benefits

  • Increase close ratios
  • Shorten sales cycles by supporting customer’s decision making process
  • Helps build long term customer relationships
  • Improves average deal size
  • More productive sales organization


Enables salespeople to:

  • Identify and align the selling process with customers buying process
  • Recognize real decision makers and position the solution to them
  • Ensure the sales opportunity continues to move forward
  • Ensure productive use of the salesperson’s and the customer’s time
  • Find a valid business reason for every customer interaction
  • Be client focused and results oriented
  • Shorten sales cycles


Enables sales management and senior leadership to:

  • Identify where to best allocate resources, including their time, for customer meetings
  • Ensure the sales process is moving forward with every customer interaction
  • Professionalize the sales team by identifying and enabling consistent best-practice behaviors
  • Improve communication between field sales and sales management


Who should attend?

Any member of your organization interacting with customers and prospects either face-to-face or over the phone during the sales process. This includes sales organization, sales support, sales management and leadership.