From the Author
Call planning process - complement to Strategic Selling
As the "tactical" component of the Miller Heiman sales operating system, Conceptual Selling focuses on the effective management of the individual sales call. Unlike "face time" systems that stress trial closes and other manipulative techniques, it concentrates on understanding the customers Concept the "solution image" that explains why customers really buy. Explains a unique questioning process that enhances information flow, provides competitive differentiation, and heightens confidence and credibility.