Description: Typically, key account selling focuses on finding unmet needs and then showing why your product or service is the best solution for meeting them. But in some cases, prospects aren't that far along in their decision process. They don't necessarily understand the concept or need behind your solution, so they are not ready to start evaluating vendors. In these situations, you must first make a conceptual sale that creates interest in the buyer before ever talking about your products/services. This program introduces the different stages of such a sale, and provides examples from both a consumer and industrial standpoint.