tag:blogger.com,1999:blog-5357643980456754849.post5189109983026787038..comments2023-06-25T02:39:25.919-07:00Comments on Radha Giri's Blog: Concept Selling – More Than Just SellingAnonymoushttp://www.blogger.com/profile/02589229564587707096noreply@blogger.comBlogger4125tag:blogger.com,1999:blog-5357643980456754849.post-71448622739222856432013-11-12T20:47:01.052-08:002013-11-12T20:47:01.052-08:00I'm using the same term, "Concept Selling...I'm using the same term, "Concept Selling" in my training approach with my sales team. However, my philosophy is that sometimes we lose the sale when we get lost in our own products' features and benefits. There can often be too many for the average adult learner to retain that much information during a typical sales call. Therefore I like to focus on the key (top 3) differentiators or innovations that set me apart competitvely and focus on the concept behind that particular differentiator or USP. It's much easier to create need based on one individual concept versus trying to sell the customer on the entire package so long as the concept truly is innovative and compelling. <br /><br />Joe @ Invacare Training Academy<br />jschumacher@invacare.comAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-5357643980456754849.post-81214094066433292622010-10-02T10:33:11.349-07:002010-10-02T10:33:11.349-07:00@Jenny: I absolutely agree with you. One example o...@Jenny: I absolutely agree with you. One example of this which I can think of is: If you are selling a drilling machine, the requirement of the user is not necessarily a drilling machine. The user wants to drill a hole and the solution to that is a drilling machine. You can do this by showing how the drilling machine is a better way of drilling a hole :)Anonymoushttps://www.blogger.com/profile/02589229564587707096noreply@blogger.comtag:blogger.com,1999:blog-5357643980456754849.post-44061642276791058292010-10-01T10:24:35.535-07:002010-10-01T10:24:35.535-07:00For both new and existing categories, it's als...For both new and existing categories, it's also about problem solving. Even for a brand new product, there's opportunity to convince your customers how this new product is superior to their "current" solution or “ways of doing things.” Don’t forget that numbers could be a very powerful persuasion.Jenny Fenghttp://www.linkedin.com/in/jennycfeng/noreply@blogger.comtag:blogger.com,1999:blog-5357643980456754849.post-38524942189933989992010-04-25T20:42:33.840-07:002010-04-25T20:42:33.840-07:00This is more like Concept Marketing.
Selling means...This is more like Concept Marketing.<br />Selling means Selling to prospect or user.<br />Conceptualisation of a innovation, is Innovative Marketing.<br />End result is making end user understand the benfit of the innovation.Anonymousnoreply@blogger.com