Competitive Selling Skills System

Sales coming in below forecast?

Budget numbers need to be met in 2010!

Re-invigorate your sales team with effective competitive selling techniques

Delivery methods:

• Instructor lead 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 course sales associates will be able to:

1. Match your organization's strengths against the incumbent's weaknesses.
2. Gauge the "hurdle rate" that will compel the prospect to change suppliers.
3. Use B.A.C.E. diagnosing system to drive a wedge between the prospect and current supplier.
4. Apply the ideal situation to enable benchmarking the incumbent.
5. Educate the prospect and avoid their defense of the incumbent.
6. Use trial closes to determine what is important to the prospect.
7. Craft a value-based proposal.
8. Frame the value proposition as a loss to avoid.
9. Use conditional closing techniques.
10. Help the prospect practice firing the incumbent.

This proactive competitive selling skills course focuses on leading the prospect to discover there is a difference between you and their current supplier - it is not all commodity sales based. And as companies in one industry after another realize, a good product at a fair 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 deals, 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 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 2010.