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Sales Techniques - Using Competitive Sales Strategies

  • Description
  • Outcome
  • Certification
  • In this free online course Sales Techniques - Using Competitive Sales Strategies you will be introduced to customers' compelling need to buy, and how you can use competitive sales strategies to negotiate mutual interest both for you and your customer.

    The course begins by introducing you to customers' compelling need to buy and why you should focus on your customers' perspective of value. You will learn about customer politics and people with influence in the customer’s company. The course describes the customer buying cycle and what starts it off. You will then review the sales cycle and how it matches to different stages in the buying cycle.

    Next, you will be introduced to competitive sales strategies and why you must understand your competitors just as much as your own business. The course describes how to negotiate mutual interest both for you and your customer. You will also learn about qualifying opportunities and what qualifies your solution as the right one for the customer. The course then describes the best practices for writing a winning proposal.

    This course will be of great interest to sales people, entrepreneurs, business owners and anyone looking to improve their skills in sales.

    Perquisites: The learner will need to have completed the previous course Sales Techniques - Interacting with Customers.

  • 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.

  • All Alison courses are free to study. To successfully complete a course you must score 80% or higher in each course assessments. Upon successful completion of a course, you can choose to make your achievement formal by purchasing an official Alison Diploma, Certificate or PDF.

    Having an official Alison document is a great way to share your success. Plus it’s:

    • Ideal for including in CVs, job applications and portfolios
    • An indication of your ability to learn and achieve high results
    • An incentive to continue to empower yourself through learning
    • A tangible way of supporting the Alison mission to empower people everywhere through education.

Sales Techniques - Using Competitive Sales Strategies
  • Free

  • 2-3 Hours

  • Channel 9

  • Assessment

  • Certification

  • 50 Pts

Modules List( 3 )
  • Sales Techniques - Using Competitive Sales Strateg...
  • Module
    1
    Customers Compelling Need to Buy
    • In this module you will be introduced to the customers compelling need to buy and about the customer buying cycle . You will learn about focusing on your customers perspective of value. You will learn about customer politics and people with influence in the customer’s company. You will learn about the sales cycle and matching it to the different stages in the buying cycle.
    • Learning Outcomes
    • Compelling Need to Buy
    • The Map is Not the Territory
    • Navigating Customer Politics
    • The Typical Customer Buying Cycle
    • Lesson Summary
  • Module 2: Competitive Sales Strategies
    • In this module you will be introduced to competitive sale strategies and why you need 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 qualifying opportunities and what qualifies your solution as the right one for the customer. You will learn about the best practices for writing a winning proposal.
    • Learning Outcomes
    • Competitive Sale Strategies
    • Negotiating Mutual Interest
    • Qualifying Opportunities
    • Writing THE Proposal
    • Lesson Summary
  • END OF COURSE ASSESSMENT
  • Module 3: Sales Techniques - Using Competitive Sales Strategies Assessment
    • You must score 80% or more to pass this assessment.
    • Sales Techniques - Using Competitive Sales Strategies Assessment
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