Competitive Selling Clinic

One Day Workshop

Printable workshop description (PDF)

"You cost too much."

"We've still got concerns about your..."

"Sorry, but we've decided to do nothing."

You've hit a competitive roadblock. Unless you give the right response all your time and effort will be wasted.

The answers are not in the steps of your sales process.

What tactics can you call upon to advance your sale?

About the Clinic

Competitive Selling Clinic will show you specific ways to identify, address and advance beyond common competitive situations within a sales process.

The clinic's focus is on real-world selling situations, specific to selling technology solutions.

What You Will Learn

Many practical tactics and approaches for winning more often, including:

How to analyze your current and past sales situations from the customer's perspective
A wealth of proven approaches for winning in specific competitive situations
How to prevent competitive roadblocks more consistently and frequently

We Customize for Your Sale

Tactics cannot be generic -- they have to be specific to your needs, situation and what competitors are saying and doing in those accounts right now. That's why we customize our work to address our clients' specific goals and needs. We've done this for technology companies of all sizes.

"Words That Work"

We teach by example. You learn from our acclaimed "Words That Work' – things you can say and do to remedy difficult sales situations.

Who Should Attend

This course is for partner sales people who want to know more ways to win in competitive situations. Our proven methodology is designed to leverage your existing sales opportunity management system (such as Solution Selling®) and solution specific technical training.

You Will Learn How To

Identify the Real Goals of Competitors
Fight Aggressive Competitors the ‘Right Way'
Address Difficult Objections in New Ways
Use Your Response to Advance the Sale

Format

Competitive Selling Clinic is a single-day interactive workshop and clinic. Participants receive a workbook that is integrated with the workshop.

What You Will Learn

Module 1: How Customers See You, Your Competitors, and This Sale
Module 2: Identifying a Problem Early On and Choosing Best Tactics
Module 3: "You cost too much” : What It Really Means, Right and Wrong Ways to Respond
Module 4: When ‘Do Nothing' is Your Biggest Competitor
Module 5: Respond to Accelerate the Sale