Conceptual Selling® Customer-Focused Interactions help salespeople better prepare for their time with customers. Using the popular Green Sheet tool (now called Meeting Plan), organisations gain a framework to view the sale from the customer's perspective, build credibility, and create collaborative Win-Win solutions. 4 Miller Heiman Blue Sheet Template. Wednesday, January 10th 2018. Sample Templates. Call Schedule Template New 2017 Resume Format and Cv Samples Miller Heiman Blue Sheet Template13041007. Getting Started Miller Heiman Blue Sheet Template711475. Download Free Sample Example And Format Templates word pdf excel doc xls. Download Miller Heiman Green Sheet 13 image, wallpaper and background at camillefields.website for your Iphone, Android or PC Desktop.

Miller Heiman Green Sheet Template Download

Miller Heiman Green Sheet

• Bring your key account with you and develop a Gold Sheet to:. Understand your customer situation in detail, the people, the trends in their industry, their business challenges and demonstrate your value in helping them with their business opportunities. Build and agree your 2 to 3 year strategy with your customer.
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DAY 1
Introduction: Changes; Workshop: Changes, strengths and red flag; The single-sales target; Workshop: The single-sales target
Break
Euphoria to panic; Workshop: Euphoria to panic, the purchase influencers; Workshop: The purchase influencers, role / influence degree of buying influencers; Workshop: Role / influence degree of buying influencers
Lunch
Attitude of purchase influencers; Workshop: Attitudes, review purchase influencers; Workshop: Reviews, I win - you win, winning results; Workshop: Winning Results
Break
How to get to decision makers?; Workshop: How to get to decision makers ?; Tasks for the evening; Overview Day II
DAY 2
Questions day I/Overview day II; Competition; Workshop: Competition, ideal customer profile; Workshop: ideal customer profile, the sales funnel; Workshop: The Sales Funnel
Break
Blue Sheet Group work; Debriefing and reconciliation of Conceptual Selling
Lunch
Introduction Conceptual Selling; Buying and selling process; elements of conversation opening; joint venture sales method; Workshop: Joint venture sales method
Break
Concept of purchase influencers; Workshop: Concept of purchase influencers, “Green words”, The compelling business reason; Workshop: The compelling business reason, action commitment; Workshop: Action commitment, credibility; Workshop: credibility
DAY 3
Questions day II / overview day III; collecting information; excellent communication; question types
Break
Providing information; differentiation workshop; unique strengths; Workshop: Unique strengths
Lunch
Effecting obligation commitment issues; Workshop: commitment issues, basic problem; Workshop: Basic problem
Break
Debrief; Green Sheet Group work; implementation; program evaluation