Competitive Selling Techniques

Sales coming in below forecast?

Budget numbers need to be met in 2012!

Reinvigorate your sales team with effective competitive selling techniques

Delivery methods:

• Instructor led on-line training
• One-on-one coaching
• National / annual associate meeting topics with break out sessions
• Classroom instruction emphasizing technique practice with role-plays and case studies

At the end of this competitive selling skills workshop sales team members will be able to:

1. Use logic and emotion to refocus the prospect.
2. Match your organization's strengths against the incumbent's weaknesses.
3. Gauge the "hurdle rate" that will compel the prospect to change suppliers.
4. Identify the gap so as to drive a wedge between the prospect and current supplier.
5. Apply the ideal situation to enable benchmarking the incumbent.
6. Educate rather than "pitch" the prospect and avoid their defense of the incumbent.
7. Use trial closes to determine what is important to the prospect.
8. Maintain a safe environment that enables the prospect to think clearly about the incumbent.
9. Know how to communicate respect for the prospect and mutual purpose.
10. Help the prospect practice firing the incumbent.
11. Use effective negotiation techniques to meet the needs of supplier and prospect while maintaining a good relationship.

This proactive competitive selling techniques course focuses on leading the prospect to discover there is a difference between you and their current supplier - it is not all commodity price based. And as companies in one industry after another realize, a good product at a competitive price, backed up by a responsive customer service department, is merely the price of admission. And all your competitors, including the incumbent, claim to have the best customer service, the highest quality products, the most cost effective solutions, the best trained workforce, and the fastest most reliable delivery. But, it is not what you do but how you do it that differentiates you from your competition. This proactive competitive selling skills training gets to the heart of the situation: the number one deal breaker is their relationship with the incumbent. When you meet with your prospect there are three people in the meeting: you, the prospect, and the incumbent. Your challenge is to identify the logic and emotional triggers of benefits to gain or losses to avoid that are so compelling that the prospect will fire the incumbent. Whether you need to create the ideal state in the prospect's mind or amplify a concern to a higher level, this proactive competitive selling skills workshop will give you the tools to gain market share, even in the tough economic environment of 2012.