•   Strategizing (Macro)
•   Targeting
•   Prospecting
•   Scoping
•   Qualifying

The Conceptual Selling® process focuses on consultative sales to sophisticated buyers. Participants who have attended this program start selling more effectively as they are able to align the way they sell to the way their clients buy. The process requires salespeople to understand customer needs and issues so that they can jointly develop solutions. This consultative approach builds credibility, trust and unique solutions that are difficult for competitors to replicate. The end result of the program is a single sheet matrix that embodies all objectives of the program and acts as a ready sales template for participants.

Executive Impact^SM focuses specifically on how executives make decisions. Not to be confused with personality indicators, Executive Impact^SM focuses specifically on how executives make decisions. People's personalities can be dramatically different than the way they make decisions, so it's important not to confuse the two. Executive Impact^SM, which directly impacts the buy-sell process, is the only executive selling workshop that helps to sell the way executives want to buy. The greatest impact is gained by developing the skills to win more business by selling differently and effectively to each decision-making style.