Competitive Selling Skills

Competition is fierce. To become a trusted business advisor to your customers, you must learn to use sales skills as a strategic asset against the competition.

Your salespeople must be competent at getting your prospects to understand, believe, and value your competitive advantages — so that price isn’t they key decision issue. They must be able to present the selling messages to all the key stakeholders in your customer's organization. They must deal effectively with both the logical and personal issues involved in a sale.

The Competitive Selling skills program teaches your salespeople to construct a specific "road map" to get them to their goal: the sale. It teaches them to anticipate and avoid the pitfalls of roadblocks, detours, and breakdowns along the way caused by the customer's buying process and the competition.

Learning Outcomes:

• Develop clear, organized selling strategies for each individual sale and overall account.
• Identify the key stakeholders and understand the "logical" and "personal" motivations that impact each person's buying decision.
• Clarify your advantages versus your competition, and learn how to get your customers to understand, believe, and value your advantages.
• Understand the importance of selling the value of your advantages in order to overcome issues of price, effectiveness  or relationship.
• Clarify the most effective selling strategies for winning against your key competition.
• Apply selling skills in closing deals