Concept Sales
About Concept Sales
Concept
selling is the phrasing of unique selling propositions as a story that
customers can easily relate to as opposed to technical details.
This can be applied to the marketing and sales of products, services, and assets.
Concept
selling refers to raising awareness of the benefits or USPs (Unique
Selling Points) of a company’s products and services after understanding
the requirements of the target customers. Such a method of selling is
bound to gain the prospects’ attention as the salesperson or marketing
campaign is communicating an idea that they can relate to and identify
with. For example, life insurance agents often sell their products by
creating a concept or story around them.
Using a conceptual selling approach offers numerous benefits, including:
• Allows the sales representative to get to know the customer at a deeper level and focus on achieving results
• Draws attention away from pricing to deter the customer from going to a lower-priced competitor
• Offers a way to stand out from the competition
•
Makes it easier for sales professionals to determine early on which
customers will bring in the most revenue while costing the least to
nurture
Who should take the Concept Sales Exam?
• Sales professionals
• Business owners
• Entrepreneurs
• Innovators
• Anyone who wants to assess their sales skills
• Sales managers and senior executives
• Sales consultants
• Professionals working in outsourced companies responsible for sales
Concept Sales Certification Course Outline
1. Theories of Selling
2. Personal Selling Process
3. Prospecting, Objection Handling, and Closing
4. Functions of Salesperson
5. Concept Sales Basics