Ousting The Competition
In any competitive sales environment, Ousting the Competition is of fundamental importance. When you want to win new business, you usually must win it away from an existing supplier.
The opportunity to play on a level field against competitors is rare, so sales teams find they spend much of their time and energy trying to win business from new customers by displacing an existing, favored supplier.
This workshop takes your team through four key steps that will enable you to oust your competition. It focuses on assessing the situation, getting in the door, getting everyone on board, and closing the deal. As participants work through the process, they gain understanding of the importance of sales skills such as reasoning and planning, building relationships, developing and using value propositions, and negotiating with insight.