(Sales Roles #3: The Architect; #4: The Coach; #5: The Therapist)
Expect competition
. This is an important shift salespeople must make in planning their sales process. While most salespeople know competition exists, most have the habit of
reacting
to the question "Why should I buy from you," instead of
preparing
for it.
Competitive Selling Skills for the New Millennium
provides a step-by-step method salespeople can use to help customers define their own needs in a way that places the salesperson's offering in the best possible light. When customers have this perspective, salespeople can defeat their competition without slashing price.
In Sales Role #3: The Architect, salespeople design unique solutions that simplify the customer's research and lock out competitors. In Sales Role #4: The Coach, salespeople compare their offering to the competition and implement a game plan to win the sale. In Sales Role #5: The Therapist, salespeople draw out prospects' last-minute fears and help to resolve them.
Your audience will receive:
- Tools to influence customer buying criteria
- A system for analyzing and presenting strengths and weaknesses
- Techniques for diminishing the impact of your weaknesses
- An accurate, proven way to
anticipate
buyer behavior, rather than
react
to it
- Actual experience applying the concepts to a sale they are currently working on
- A finished "game plan" to take back out into the marketplace - and win more sales
This program uses a practical, how-to format and includes discussion and small-group exercises. Participants leave with the confidence that comes from having developed new competitive selling skills - and a specific plan to put the new skills into
action
.
Formats: Keynote, half-day seminar, full-day seminar
"Your program provided us with a road map for analyzing our strengths and weaknesses - and those of our competitors, too. Now, we are much more effective at communicating our advantages to our prospects."
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Bill Littleton
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Regional Sales Manager, Dresser Valve & Controls
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Back to "How to Prevent Price Objections"
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