Home Conceptual Selling

Views sales as convincing buyers to purchase an idea rather than just buying a product. Salespeople should focus on listening, engaging with compassion, and conducting comprehensive discovery through questioning to understand a customer’s desired outcomes. They then connect the dots between this ideal state and the product’s capabilities.

Confirmation questions : Make sure you and the buyer are aligned. Reaffirm what you’ve discussed so far and clarify the problem they need to solve.

Attitude questions : Get to know the buyer beyond their business needs. Understanding their personal priorities, concerns, and decision-making style uncovers their motivations.

Basic issue questions : Address potential roadblocks before they become problems.

Commitment questions : Gauge their level of urgency and investment. Are they just exploring options or are they serious about finding a solution?

New information questions : If any details are unclear or missing, ask targeted questions to fill in the gaps.

• Focuses on understanding the customer’s concept of a solution
• Builds strong customer relationships
• Helps align the sales process with the customer’s buying process

• Can be time-consuming due to the extensive discovery phases
• May be challenging to implement consistently across a sales team