Sales Techniques - Using Competitive Sales Strategies
Learn about competitive sales strategies to help you succeed with new customers.Publisher: Channel 9
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Learn about selling with this online course Sales Techniques - Using Competitive Sales Strategies. You will learn about a customer’s compelling need to buy, their buying cycle. You will learn about who your competitors can be. You will learn about negotiating mutual interest, and qualifying your solution for the customer.
The course starts off with introducing you to the customers compelling need to buy, and what the compelling need is. You will learn about what the usual sales focus is on, focusing on your customer’s perspective of value. The course will teach you about customer politics and people with influence in the customer’s company, the customer buying cycle and what starts it off. Along with the sales cycle and its stages matching to different stages in the buying cycle.
In the second module you will be introduced to, competitive sale strategies. The course will teach about who your competitors can be, to understand your competitors just as much as your own business. You will learn about negotiating mutual interest for you and the customer. You will learn about how and what will make your negotiating mutual. You will learn about qualifying opportunities, what qualifies your solution as the right one for the customer. Finally, you will learn about writing a proposal, you will learn about the best practices for a proposal.
This course would be of great interest to sales people, entrepreneurs, business owners and anyone looking to gain/improve their capability’s and skills in sales.Start Course Now
Customers Compelling Need to Buy
Customers Compelling Need to Buy Learning Outcomes
Compelling Need to Buy
The Map is Not the Territory
Navigating Customer Politics
The typical customer buying cycle
Customers Compelling Need to Buy Lesson Summary
Competitive Sales Strategies
Competitive Sales Strategies Learning Outcomes
Competitive Sale Strategies
Negotiating Mutual Interest
Writing THE Proposal
Competitive Sales Strategies Lesson Summary
Having completed this course you will be able to:
- Describe what the customers compelling need to buy is;
- List the different people within a company that have influence;
- Explain how influence is different to power in a company.;
- List the different stages of the buying cycle and how they relate to the stages in the selling cycle;
- Describe the different stages of the buying cycle and how they relate to the stages in the selling cycle;
- Identify your possible competitors;
- Discuss how you would negotiate mutual interest for you and the customer;
- Recognize the best practices for creating a proposal.
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