Breaking Competitive Accounts: The Seven Critical Sales Actions

Key Features

23 minute VHS or DVD, closed captioned, video

Training package purchase includes a leader's guide.

This video focuses on how to increase market share by capturing competitive business.

Break through typical sales responses and land those hard-to-get accounts with The Seven Critical Sales Actions!

The video "preview" clip shown on this page requires that Windows Media Player is installed on your computer. To add this media player product, download from Microsoft Windows Media Player.

Now your sales force can learn to get ahead of the eagerly awaiting competition of the '90s, land those hard-to-get accounts, and increase market share by implementing the tactics of winning over business instead of walking away defeated.

Let international sales training consultant and host Skip Normand show you how most of your organization's new business potential depends on your sales team's ability to consistently capture competitive business. Based in research of over 5,000 sales cycles in a variety of industries worldwide, this market share-tackling video identifies and dramatizes seven critical actions essential for Breaking Competitive Accounts.

SYNOPSIS

The video opens with two scenes illustrating common mistakes frequently made by sales reps trying to capture competitive business. As the video progresses, host Skip Normand explains each of the seven critical sales actions required to consistently break competitive accounts using dramatizations for each sales action.

HOW-TO TRAINING POINTS

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