Competitive Selling
- 15 Sections
- 1h 49m Duration
Introduction
The Ratio Game
Consultative vs. Competitive Selling
Why Should You Prospect?
Smokin’ Too Much Hopium
Fighting for an NST
Four Levels of a Sales Relationship
Starting High
Building Your Calling Roadmap
Here Come the No’s!, Part 1
Here Come the No’s!, Part 2
Getting in Touch
Alternative Approaches
Measuring Success
Staying on T.R.A.C.K.
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 true 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 right 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 most important 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.