Competitive Selling: Beating the Competition CD-Rom Training CBT

Price: $179.00

Online Training Course ID: 44543

Training Course Description / Outline:

Competitive Selling: Beating the Competition Computer Based Training CBT course will provide insight to sales professionals on differentiating their product or service and building value for customers. This course will help provide critical perspectives on factors affecting value and how to determine value in a product or service. The course also outlines the importance of competitive advantage and how to make competitive advantage work. Further, it introduces ways in which you can identify strengths and weaknesses, create customer profiles, develop a selling strategy, and continuously provide value to meet customer needs.

Learn To

• Identify key guidelines for researching your competitors and their offerings.
• Identify methods to determine competitors strengths and weaknesses.
• Identify guidelines for determining competitive advantage.
• Identify questions that help you discover customers pain.
• Identify key ways of leveraging existing customers.

Training Audience

The course is for experienced sales professionals with a fundamental understanding of conducting a sales call and selling techniques. It is designed for sales professionals who have been selling for 1-3 years and who have the need to perform analysis of product and service offerings and create tactical plans for dealing with highly competitive sales situations. The secondary audience for this series includes sales managers and marketing professionals.

Total Training Time

2 hours

Training Objectives

Unit 1: Know Your Competition

• Distinguish between traditional selling and value-added selling.
• Identify key guidelines for researching your competitors and their offerings.
• Identify sources for researching information on competitors' offerings.

Unit 2: Analyze Your Competition

• Identify key factors that differentiate your offerings from those of your competitors.
• Identify methods to determine competitors? strengths and weaknesses.
• Identify guidelines for determining competitive advantage.
• Identify guidelines for setting up barriers for competition.

Unit 3: Dealing With Entrenched Competition

• Identify steps to deal with entrenched competition.
• Identify guidelines to establish credibility with customers.
• Identify questions that help you discover customer?s pain.
• Identify key ways of leveraging existing customers.
• Identify guidelines for capturing spin-off business.
• Identify consequences of disparaging competitors.
• Identify ways to counter disparaging comments from competitors.
• Identify ways to prepare for future wins.