Course description
Selling Against the Competition
Successful salespeople influence a prospect’s buying requirements to include their company’s unique differentiation. That’s how salespeople achieve competitive advantage and shift the odds of winning in their favor. This sales course provides exercises and tools that help salespeople define where their offerings stand in the marketplace and how their offerings compare to specific competitors on those criteria of greatest importance in the buying decision. This understanding is key to developing a strategy that positions a salesperson to win.
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Upcoming start dates
Training content
In this course, you’ll learn how to:
- Assess where your offerings stand across the market as a whole and against specific competitors
- Help your customer articulate or define their buying criteria
- Ask questions that get the prospect to consider new criteria that favor your solution
- Redefine a customer’s intangible criteria (such as “great customer service”) into tangible criteria that your company can fulfill better than competitors
- Link your differentiators to specific customer criteria
- Develop an effective proposal that meets the needs of multiple decision makers and features key reasons why the customer should buy from you
Why choose TopLine Leadership, Inc.?
22% improvement in a wide range of sales management skills reported
85% of salespeople report being more competent in their job
Our trainers are experienced in selling, sales management, and course delivery
Reviews
Average rating 4.8
Learning how to help customers discover our differentiators was most helpful.
I will be better prepared to make effective presentations.
Contact this provider
TopLine Leadership, Inc.
TopLine Leadership offers sales manager training and sales training to companies around the globe. We have trained more than 35,000 sales managers and tens of thousands of salespeople. Our new online sales management training program—The Sales Manager’s Guide to Greatness—helps...
Kevin understands the sales process in depth and organized an approach that provides structure.