Conceptual Selling

“You aren’t selling a car… you’re selling a dream!” Conceptual selling focuses on the idea that prospects buy the concept that a product is based on. In other words, they buy the concept of the solution and not the solution itself. For example, a car salesperson might explain how a competitor’s vehicle may have specific, future issues, which their model avoids.

This process adopts 5 stages of questions: confirmation, new information, attitude, commitment, and basic-issue questions. A salesperson who uses conceptual selling helps their prospect visualize their future needs and positions their product as the solution. This course will explain how to do it.

By the end of this course, you’ll be able to:

• Understand what conceptual selling is and apply it as a salesperson
• Adopt the 5 stages of questions in conceptual selling
• Identify essential conceptual selling tips

Why take this course?

The conceptual-selling methodology helps you avoid listing the generic features and benefits of a product. If you work in the sales profession, conceptual selling can help you show prospects how a specific product can help them. This course will help you understand the conceptual-selling methodology and how to adopt the 5 stages of questions in conceptual selling. You’ll also learn essential conceptual-selling tips to encourage a successful sale.

15 mins | SCORM | Infographic