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CBT Training Courses
In the News
Competitive Selling Series CD-Rom Training CBT
Price: $399.00
Online Training Course ID: 44541D
Training Course Description / Outline:
This three-part series provides insight and knowledge for sales professionals on differentiating their product or service when compared to their competitor and how they can build value for the customer.
Learn To
- Learn key guidelines for researching your competitors and their offerings.
- Learn methods to determine competitors strengths and weaknesses.
- Learn guidelines for determining competitive advantage.
- Learn questions that help you discover customers pain.
- Learn key ways of leveraging existing customers.
- Differentiate between customer needs, wants, and requirements.
- Learn guidelines to build value for customers.
- Learn methods of implementing value-added selling strategies.
- Learn guidelines for effective value-added selling.
- Learn methods used in needs analysis.
- Learn key elements of differentiating a product.
- Learn steps in building relationship with the customer.
- Learn guidelines for adding value after the sale.
- Learn types of value as perceived by the customer.
- Learn guidelines for analyzing strengths and weaknesses.
- Learn guidelines for using Strength / Weakness / Opportunity / Threat (SWOT) analysis.
- Learn steps involved in customer-focused selling.
- Learn guidelines for creating selling strategies.
- Learn action points for articulating customer needs.
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
6 hours