EverydaySales

 

 Selling Against a Competitor

 

Never forget that the cost of doing business is high.

The opportunity to respond to an RFP/RFQ (Request for Proposal/Request for Quotation) that lands on your desk can be tempting as it appears to be a good match for your solution.

However, in many cases it is what it seems, “too good to be true” as the buyer will already have seen or decided on the solution required and are merely using you to drive the costs of the competitor’s offer down.

The most costly deals are those you lose so before engaging in an opportunity step back and assess any situation carefully.

Some highlights of the module include:

• Selling against an already established competitor
• Rules to adopt before deciding to compete
• Selecting a competitive strategy
  • Head to head (strategy)
  • End around (strategy)
  • Divide & Conquer
  • Stall strategy
    
• Communicating your strategy
• Play to win
• Approach
• Differentiators
• Vision re-engineering
• Questioning the buyer
• Access to power
• Ability to buy
• Sales pipeline & the sales funnel

Everyday Sales Training is a comprehensive set of modules that cover sales and selling at every level of an organisation. Everyday Sales Training has been designed and constructed by industry experts that have decades of experience in a range of some of the largest companies in the world. If you are a single individual running your own business or a sales manager with a team of hundreds Everyday Sales Training can improve you and your teams win percentage. 

The coursework covers a range of topics from pre-sales, pipeline management all the way through to account management. Each course includes repeatable assessments for each module allowing you to have confidence that the information you and your team are studying is being understood and absorbed. 

The Training is given through the EverydayComply Software and includes a range of tools for either individuals, team heads or managers to assess the progress and understanding of each individual, and across your organisation as a whole. If given a ‘manager’ role the software allows you to view and compare a range of results across the organisation. The system maintains information on  each individual’s answer to the assessments, enabling you to pinpoint exactly where a user may be struggling and provide additional support.

 

Phone: 01245 320 370

Email: Info@everydaylimited.com