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Competitive Selling StrategiesTM
Audience
Sales representatives from all industries at any level of professional development.
Program Overview
SpectraComm has solved the first challenge in training representatives in the art of competitive selling: defining what it means to sell competitively. This workshop will help your representatives decipher the dynamics that govern the competitive landscape and develop a winning game plan for your key products.
Outcomes
Competitive Selling StrategiesTM is the first program of its kind to provide strategic insights into the competitive landscape impacting the adoption and use of your products. These insights are coupled with skills that position your representatives to tip the balance in favor of your products and the patient. Representatives will learn to:
View the landscape governing your products through the eyes of their customers and their competitors
Leverage advanced selling skills – probing and listening – to gain a better understanding of their customers' goals for therapy and their opportunity to impact those goals
Distinguish between an objection planted by a competitor and a real barrier to change on the part of the customer
Gain lasting commitment to mutually beneficial solutions
Best Practices
Organizations that have successfully implemented the Competitive Selling StrategiesTM program:
Tailor workshop materials to the specific competitive dynamics governing the market for key products
Incorporate the workshop into either an advanced representative learning curriculum or rollout to the entire organization via POA or other large meeting
Certify sales leadership and field managers to run the workshop at the local level
To find out more about any of our workshops, please email us at Spectra@Spectracomm.com or call us at (214) 373-8075.