NEMRA Conceptual Selling

Buying behavior is changing—almost constantly. To keep up with these shifts and continue writing business, sales teams need to adapt as quickly with a process that’s well defined and easily repeatable. This process must also take into consideration the way a customer buys.

NEMRA Conceptual Selling powered by Miller Heiman can help put these processes on a parallel path to success. It is a proven online learning tool which offers a customer-focused approach that helps sales professionals better understand their customers’ needs. Then, it teaches how to strategically connect a product, service or solution to that need.

And the best part? Your team can complete the training on their time and terms.

 

NEMRA Conceptual Selling helps sales organizations:

      • Implement a proven sales process for the entire company
      • Differentiate the quality of your sellers from the competition
      • Effectively demonstrate your value to your customers

This training teaches sales teams how to:

      • Ask the right questions at the right time
      • Know how to turn prospect challenges into opportunities
      • Turn a standard product offering into a tailored solution
      • Eliminate non-productive customer meetings
      • Ensure opportunities are advancing toward closed business with every interaction
      • Strengthen customer relationships

How it Works

You’ll find content that is valuable and actionable at every level of your organization—from the newest employees to your most experienced people. Your sales professionals can choose one specific scenario, or they can experience all three for learning, follow-up and reinforcement. Conceptual Selling scenarios include:

  • Electrical Distributor
  • Original Equipment Manufacturer (OEM)
  • Electrical Contractor

Each scenario is comprised of 16 e-learning modules:

  • World-Class Sales Performers
  • How This Course Works
  • Conceptual Selling Overview
  • Joint Venture Selling
  • Single Sales Objective
  • Buying Influences
  • Coach
  • Red Flags
  • Concept
  • Credibility
  • Valid Business Reason
  • Getting Information
  • Unique Strengths
  • Action Commitments
  • Basic Issues
  • Conclusion—Putting It All Together

Each e-learning module includes formal knowledge transfer, a model, a chance to check understanding and an opportunity to demonstrate understanding by applying the concept to an upcoming meeting and a current opportunity.

Learning Outcomes

Upon completion of Conceptual Selling, your sales professionals will be able to:

  • Recognize buying and selling process alignment
  • Identify buying influencers who will be attending an upcoming meeting and their roles at that meeting
  • Define a single sales objective for a complex sales opportunity
  • Get information by sequencing three types of questions
  • Develop action commitments that move a sale forward
  • Uncover and manage basic issues that stand in the way of forward progress for a sale

Pricing

$950 per license

How to Enroll

You can enroll today by visiting the NEMRA Empower Tomorrow Learning Center

Enroll Now


Powered by Miller Heiman

As a leading provider of business performance solutions that help build world-class sales and service organizations, Miller Heiman specializes in improving your organization’s alignment and execution.

Enroll in NEMRA Conceptual Selling

Enroll in the NEMRA Conceptual Selling e-Learning program today.

Enroll Now

Download Conceptual Selling Sell Sheet

To learn more about our Conceptual Selling e-Learning program.

Download Now

Enroll in NEMRA Conceptual Selling

Enroll in the NEMRA Conceptual Selling e-Learning program today.

Enroll Now

Download Conceptual Selling Sell Sheet

To learn more about our Conceptual Selling e-Learning program.

Download Now

Here are some quick tips for how to use our new and improved search.

To search for a manufacturer or representative:

To search the Site (not including the manufacturer or representative database):