Conceptual Selling

Mahr Malaysia
26/10/2016

Kuan
Mahr Malaysia

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Buying Influences Workshop

Meeting Date Salesperson's Name Company Attendees

Account

GETTING STARTED
Buying Influence's Name/Title Role Concept

[Buying Influence Roles: E = Economic T = Technical U = User C = Coach] [Concept = What the Buying Influence is trying to Accomplish, Fix, or Avoid]
VALID BUSINESS REASON (Purpose for meeting from Buying Influence's perspective.)

Mahr Malaysia

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Mahr Malaysia

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Buying Influences’ Concepts Workshop

Meeting Date Salesperson's Name Company Attendees

Account

GETTING STARTED
Buying Influence's Name/Title Role Concept

[Buying Influence Roles: E = Economic T = Technical U = User C = Coach] [Concept = What the Buying Influence is trying to Accomplish, Fix, or Avoid]
VALID BUSINESS REASON (Purpose for meeting from Buying Influence's perspective.)

Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Single Sales Objective Workshop
DRAG AND DROP ICONS ANYWHERE ON THE GREEN SHEET. STRENGTHS: RED FLAGS:
SINGLE SALES OBJECTIVE
Company/Specific Area Product/Service/Solution

Sales Revenue/Other Units Close Date

GETTING INFORMATION
CONFIRMATION QUESTIONS NEW INFORMATION QUESTIONS ATTITUDE QUESTIONS
KEYWORDS KEYWORDS KEYWORDS
Still, Remain, Continue, Now, Currently Who, Where, When, What, How much, How What, How, Which, Describe, Attitude, Feeling,
WHEN USED many, How, Elaborate, Show me, Explain, Opinion, Reaction
• At the start of every meeting: Describe, Tell me WHEN USED
– To confirm the purpose of the meeting, the WHEN USED • Understand Buying Influence’s opinions and
Valid Business Reason • Further explore issues and the Buying feelings
– To confirm the Buying Influence’s Concept Influence’s Concept • Discover issues important to understanding
• Obtain missing information or clarify the Buying Influence’s Concept
information

Mahr Malaysia

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Mahr Malaysia

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Valid Business Reason Workshop
GETTING STARTED
Buying Influence's Name/Title Role Concept

[Buying Influence Roles: E = Economic T = Technical U = User C = Coach] [Concept = What the Buying Influence is trying to Accomplish, Fix, or Avoid]
VALID BUSINESS REASON (Purpose for meeting from Buying Influence's perspective.)

CREDIBILITY (Do you have it? What will you do to establish, check or enhance credibility?)
IF YES: IF NO:

GIVING INFORMATION

Mahr Malaysia

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Valid Business Reason – Group Workshop
GETTING STARTED
Buying Influence's Name/Title Role Concept

[Buying Influence Roles: E = Economic T = Technical U = User C = Coach] [Concept = What the Buying Influence is trying to Accomplish, Fix, or Avoid]
VALID BUSINESS REASON (Purpose for meeting from Buying Influence's perspective.)

CREDIBILITY (Do you have it? What will you do to establish, check or enhance credibility?)
IF YES: IF NO:

GIVING INFORMATION

Mahr Malaysia

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Mahr Malaysia

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Action Commitments Workshop
GETTING COMMITMENT
COMMITMENT QUESTIONS BASIC ISSUE QUESTIONS
KEYWORDS KEYWORDS
Decide, Direct, Schedule, Determine, Propose, Provide, Recommend, Uncertain, Issue, Unclear, Uncomfortable, Puzzled, Hesitant, Concern,
Agree, Secure Doubtful
WHEN USED WHEN USED
• At the end of every meeting • Encounter Basic Issue signals
• Buying Influence’s ‘no’ response to a Commitment Question
• In all sales opportunities to ensure Win-Win

ACTION COMMITMENTS: BASIC ISSUES:

(What will customer do as a result of meeting?)

BEST:

MINIMUM:

BASIC ISSUE QUESTIONS:

ACTION COMMITMENT QUESTIONS:

Mahr Malaysia

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Mahr Malaysia

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Credibility Workshop
VALID BUSINESS REASON (Purpose for meeting from Buying Influence's perspective.)

CREDIBILITY (Do you have it? What will you do to establish, check or enhance credibility?)
IF YES: IF NO:

GIVING INFORMATION
MY UNIQUE STRENGTHS FOR THIS MEETING "SO WHAT?" "PROVE IT!"

Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Questions Workshop STRENGTHS: RED FLAGS:
SINGLE SALES OBJECTIVE
Company/Specific Area Product/Service/Solution

Sales Revenue/Other Units Close Date

GETTING INFORMATION
CONFIRMATION QUESTIONS NEW INFORMATION QUESTIONS ATTITUDE QUESTIONS
KEYWORDS KEYWORDS KEYWORDS
Still, Remain, Continue, Now, Currently Who, Where, When, What, How much, How What, How, Which, Describe, Attitude, Feeling,
WHEN USED many, How, Elaborate, Show me, Explain, Opinion, Reaction
• At the start of every meeting: Describe, Tell me WHEN USED
– To confirm the purpose of the meeting, the WHEN USED • Understand Buying Influence’s opinions and
Valid Business Reason • Further explore issues and the Buying feelings
– To confirm the Buying Influence’s Concept Influence’s Concept • Discover issues important to understanding
• Obtain missing information or clarify the Buying Influence’s Concept
information

Mahr Malaysia

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Questions Workshop - Practice STRENGTHS: RED FLAGS:
SINGLE SALES OBJECTIVE
Company/Specific Area Product/Service/Solution

Sales Revenue/Other Units Close Date

GETTING INFORMATION
CONFIRMATION QUESTIONS NEW INFORMATION QUESTIONS ATTITUDE QUESTIONS
KEYWORDS KEYWORDS KEYWORDS
Still, Remain, Continue, Now, Currently Who, Where, When, What, How much, How What, How, Which, Describe, Attitude, Feeling,
WHEN USED many, How, Elaborate, Show me, Explain, Opinion, Reaction
• At the start of every meeting: Describe, Tell me WHEN USED
– To confirm the purpose of the meeting, the WHEN USED • Understand Buying Influence’s opinions and
Valid Business Reason • Further explore issues and the Buying feelings
– To confirm the Buying Influence’s Concept Influence’s Concept • Discover issues important to understanding
• Obtain missing information or clarify the Buying Influence’s Concept
information

Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Unique Strengths Workshop
GIVING INFORMATION
MY UNIQUE STRENGTHS FOR THIS MEETING "SO WHAT?" "PROVE IT!"

Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Commitment Questions Workshop
GETTING COMMITMENT
COMMITMENT QUESTIONS BASIC ISSUE QUESTIONS
KEYWORDS KEYWORDS
Decide, Direct, Schedule, Determine, Propose, Provide, Recommend, Uncertain, Issue, Unclear, Uncomfortable, Puzzled, Hesitant, Concern,
Agree, Secure Doubtful
WHEN USED WHEN USED
• At the end of every meeting • Encounter Basic Issue signals
• Buying Influence’s ‘no’ response to a Commitment Question
• In all sales opportunities to ensure Win-Win

ACTION COMMITMENTS: BASIC ISSUES:

(What will customer do as a result of meeting?)

BEST:

MINIMUM:

BASIC ISSUE QUESTIONS:

ACTION COMMITMENT QUESTIONS:

Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Basic Issues Workshop
GETTING COMMITMENT
COMMITMENT QUESTIONS BASIC ISSUE QUESTIONS
KEYWORDS KEYWORDS
Decide, Direct, Schedule, Determine, Propose, Provide, Recommend, Uncertain, Issue, Unclear, Uncomfortable, Puzzled, Hesitant, Concern,
Agree, Secure Doubtful
WHEN USED WHEN USED
• At the end of every meeting • Encounter Basic Issue signals
• Buying Influence’s ‘no’ response to a Commitment Question
• In all sales opportunities to ensure Win-Win

ACTION COMMITMENTS: BASIC ISSUES:

(What will customer do as a result of meeting?)

BEST:

MINIMUM:

BASIC ISSUE QUESTIONS:

ACTION COMMITMENT QUESTIONS:

Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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Mahr Malaysia

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 THANK YOU !

Mahr Malaysia

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