Optimistic by nature and coached never to take “no” for an answer, many salespeople pursue opportunities where they simply do not have a competitive advantage, wasting time and resources. Creating a competitive assessment and understanding what’s important from the buyer’s perspective can help salespeople and their managers select better-qualified deals to pursue and steer clear of lost causes.
This brief presents effective strategies for reps to employ when actively engaged with buyers in competitive selling situations, and discuss the knowledge, processes, skills and tools required to prevail when selling against the competition.
Download this Research Brief to learn:
- How to perform a competitive assessment that builds the foundation for a competitive sales strategy
- To create winning strategies that focus on the buyer, not the competition
- Ensure that the team is equipped with the selling skills necessary for strategic success
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