Competitive Selling

Selling Your Competitive Advantage

Length: 2 days

Having a great product isn’t enough. To close the sale, you have to communicate and prove your competitive advantage.

You have a world-class product and first-rate customer service…and so do your competitors. To get the most out of every customer contact, you have to demonstrate why buying from you is the right choice and back up your claims with hard data. In this seminar, you’ll learn how to leverage the positioning of all your deliverables-not just your products and services-to create a compelling competitive advantage. You’ll refine your sales message, increase customer confidence and close more sales!

Who Should Attend

Sales professionals, including account managers, sales managers, sales executives and sales representatives.

How You Will Benefit

· Get in the door more often, get more referrals and increase your sales “hit” ratio

· Maximise your sales potential with fine-tuned, competitive advantage sales pitches

· Create greater impact by ridding your sales message of clichés, hype and meaningless phrases.

· Minimise price as a buyer issue.

· Learn to distinguish between strengths and competitive advantages

· Ensure greater customer satisfaction.

What You Will Cover

· What is a competitive advantage and why is it important?

· Removing risk from the buying decision

· Uncovering your competitive advantages and using metrics to prove them

· Recognising and remedying major “dangerous disparities”

· Identifying your customer’s buying criteria and aligning your deliverables with their requirements

· Communicating your competitive advantages