Overcome Your Competition: Stand Out in a Crowded Marketplace

Training Provided by Lorman Education Services nYear in and year out, sales professionals invest their time and their organizations' money along with leveraging high-priced resources in sales pursuits, but walk away with no fruit for their labor. This percentage varies from company to company, but on average the percentage of opportunities pursued and not closed is well over 50 percent! Extensive studies have proven this excessively high percentage is due to lack of qualification and not selling the proper value to the right people. If you are not starting your sales pursuits at the highest levels in the organization, your qualification process is suspect at best. Too many times sales professionals employ a bottom-up sales approach versus the top-down approach that has proven to be more effective. Even the best sales skills, or sales approach, even the quid pro quo approach, is not effective if applied to the wrong people. As economic conditions become more challenging, salespeople have to improve their approach and really focus on the value they can offer decision makers. Relationships must be built on a foundation of mutual respect. n nHave you ever stopped and asked yourself why your team doesn't start their selling efforts at the top? What is the basis of the relationship that is formed with the prospect? Wonder why the close to pursuit sales ratio is so low? This teleconference will push your team out of their comfort zones and give them the skills they desperately need to sell at the highest levels of the organization. They'll stand toe-to-toe with C-level executives and get the value you're looking for. In today's competitive and challenging business environment, decision makers need personal and professional value. Let's make sure your team can deliver this early and consistently in their sales engagements.

Overcome Your Competition: Stand Out in a Crowded Marketplace Agenda

1. Change
1. Selling Against the Competition
2. Misconceptions in Competitive Selling
2. Winning Against the Competition
1. Differentiate Your Offering
2. Know the Competition
3. Differentiate Yourself
4. Surveys
3. Value Selling - To Stand Out Against the Competition
4. Competing Without Disparaging
1. Your Competition
2. Competitive Empowerment
3. Trusted Advisors
4. Overcome the Competition
5. Questions and Answers

About The Training Provider: Lorman Education Services

More Sales People Training from Lorman Education Services

• Education-Based Marketing Techniques
• Finding, Qualifying & Closing Sales Leads
• From Contact to Contract: The Ladder Approach to Managing a Sale
• How to Get Your Prospect to Move From "I ll Think It Over" to Yes!
• Sales Follow-Up Do's and Don'ts