Competitive Sales Strategy™
Within every significant sales opportunity you hope to win, you’ll be competing with something. It’s not always another company who sells the same kinds of products and services you sell, but some other alternative investment of the money and other resources that you hope your client will invest with you. You have to understand exactly who or what you are competing with in order to effectively differentiate yourself to compete, win, and retain competitive accounts.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Create relationships and break into target accounts that are known strongholds for your key competitors.
- Determine exactly who or what your competing within each qualified sales opportunity.
- Leverage the three major elements of competitive strategy: What you sell, how you sell, and who you sell to.
- Navigate and further penetrate your customer’s organization so you can sell to more of the people involved in their overall buying decisions.
- Use research and diagnostic questioning to understand the business results your prospective customer is already trying to achieve so you can better position yourself and your solution.
- Use the technique of “intelligent positioning” so you can differentiate rather than simply compete.
- Reach, meet with, and sell to the senior-level influencers and approvers involved in your customer’s buying process.
- Assess the overall potential for doing business within every important account and create a comprehensive account plan and strategy to maximize the revenue opportunities within each one.
- Bolster your ongoing account plans with specific strategies and tactics to ward off competitive threats and retain every important account.
. . . and much more!
- Workshop Agenda
Workshop Agenda
Two-Day Format
- Delivery Options
Delivery Options
OnSite Workshop
The onsite version of this program is most frequently delivered in an interactive two-day workshop at your offices or another facility of your choosing. The sessions are filled with group discussions and custom-tailored exercises designed to address the challenges in your specific industry and selling environment. Participants will be asked to share real-world situations to which the group will apply what they have learned and everyone will walk out with a Competitive Account Plan which they can begin to implement immediately. This program makes a perfect addition to a scheduled sales meeting or kick off and can be structured as an intense one-day program if necessary.Web Workshop Series
This program can be delivered as a series of eight (8) one-hour modules that can be delivered via web conference to groups of any size at a frequency that makes sense for you and your sales team. A series of monthly web workshops can be combined with one-day onsite workshop to create a cost effective blended learning solution.