Breaking Competitive Accounts: The Seven Critical Sales Actions - DVD

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Many selling courses often approach sales as though the rep is selling in a vacuum – just the rep and the prospect. Let Breaking Competitive Accounts show the extrapersonal factors that influence the success, or failure of a sale. The program examines the dynamics of today’s competitive atmosphere, so that reps are aware that they're up against two-three "invisible" factors and competitors. This way, they can lock the sale down and increase market share!

Skip Normand, international sales training consultant, explains the seven critical actions that are vital to breaking competitive accounts. His business philosophy is based on extensive research on over 5,000 sales cycles in a variety of industries world-wide.

How-To Training Points:

• How to use price/value perception to plan and implement a high-impact sales campaign to capture competitive business
• How to build and maintain high-level sales momentum needed even with hard-to-see decision makers
• How to reposition the top competitors in the mind of your prospect and positioning your company, its products and services as the new benchmark
• How to avoid the most common lost sales patterns
• How to form and use a planner to stay on track

Length: 23 minutes