Overview
In today’s fiercely competitive market, simply having a good product is not enough. This workshop transforms your sales team’s skills into a decisive strategic asset, equipping them to not only compete but to win.
Participants will learn and apply The Competitive Selling Process, a continuous cycle of rigorous analysis and precise execution. The program moves beyond traditional sales techniques, focusing on how to assess the complete competitive landscape, strategically position your solution, and apply that intelligence directly within customer conversations.
The ultimate goal is to elevate salespeople from product vendors to trusted business advisors who can confidently outmaneuver the competition. By mastering this strategic approach, your team will learn to protect market share, shorten sales cycles, and articulate value in a way that leaves a lasting, winning impression
Skills Covered
- Master the Assess Phase: Conduct thorough research across three critical domains that influence competitive outcomes: Your Customer, Your Competitor, and You.
- Analyze Your Position: Critically evaluate the customer’s circumstances and needs, understand the unique value your solution brings, and assess the strengths and weaknesses of both direct and indirect competitors.
- Open with Impact: Initiate customer conversations in a way that immediately differentiates you from the competition by targeting deeper issues that drive their decisions.
- Execute Probing Strategies: Employ advanced questioning techniques to close information gaps, provide unique value to the customer, and cultivate awareness of needs that directly align with your competitive advantage.
- Leverage Your Strengths: Effectively articulate and support your position using both exclusive and shared features of your offerings, and adeptly handle customer concerns stemming from competitive information.
- Close to Maximize Advantage: Construct compelling and powerful value propositions that leave a lasting impression and secure the win against competitors.
Who Should Attend
This workshop is ideal for experienced sales professionals, sales managers, and their marketing and support staff who operate in a competitive environment.
Course Curriculum
Course Modules
Exam & Certification
This course is not associated with any Certification.
