Competitive Selling
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- Define competitive Selling and describe ways to out-perform your competition
- Stay in control of the sales process by focusing your time on the prospects who are willing to commit
- Describe the four levels of a sales relationship
- Define a Next Set Time
- Identify where to start in an organization to get the biggest bang for your buck and shrink your sales cycle
- Plan a multi-touch process that gets you more calls back
- Implement a weekly system to focus on the top opportunities each week and track Key Performance Indicators
Proactive Selling in a reactive world
Want to gain the edge you need to be successful in the highly competitive world of professional sales? This course doesn’t just give you theories; it gives you tried and fundamental techniques to be a proactive caller while building relationships with your prospects and getting more calls back. Learn how to design a pipeline so you can focus your time on the proper accounts and plan a multi-touch process that shortens the sales cycle.
Authors and teachers Stacia Skinner and Marisa Pensa will introduce you to the essential concepts of their Competitive Selling program. By the end of this course, you will know how fighting for a Next Set Time helps you build the relationship towards mutual trust and respect—and more business.