Selling Against the Competition

TopLine Leadership, Inc.
Training overview
Next start date: Inquire for more information - United States of America
On-site / Company-specific
TopLine Leadership, Inc.

Course description

Selling Against the Competition

Successful salespeople influence a prospect’s buying requirements to include their company’s unique differentiation. That’s how salespeople achieve competitive advantage and shift the odds of winning in their favor. This sales course provides exercises and tools that help salespeople define where their offerings stand in the marketplace and how their offerings compare to specific competitors on those criteria of greatest importance in the buying decision. This understanding is key to developing a strategy that positions a salesperson to win.

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Training Content

In this course, you’ll learn how to:

  • Assess where your offerings stand across the market as a whole and against specific competitors
  • Help your customer articulate or define their buying criteria
  • Ask questions that get the prospect to consider new criteria that favor your solution
  • Redefine a customer’s intangible criteria (such as “great customer service”) into tangible criteria that your company can fulfill better than competitors
  • Link your differentiators to specific customer criteria
  • Develop an effective proposal that meets the needs of multiple decision makers and features key reasons why the customer should buy from you

About TopLine Leadership, Inc.

TopLine Leadership, Inc.

TopLine Leadership, Inc.

TopLine Leadership offers sales manager training and consultative sales training to companies around the globe. We have trained more than 35,000 sales managers and tens of thousands of salespeople. Our sales management training program—Sales Coaching & Leadership—offers sales managers a...

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Contact info

TopLine Leadership, Inc.

200 S. Virginia
89501 Reno Nevada

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