Effective Training.
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The Competitive Selling Advantage

Date: August 16, 2019
Time: 1:30pm-5:30pm
Venue: Crown Regency Hotel, Makati

Our competitors are getting to be more aggressive and more creative in trying to win over our existing and prospective customers. This is the reason why it is important to develop and understand your competitive selling edge.

 

Stating your competitive advantage as having the best quality or the best price is no longer enough because your competitors can also claim the same things. Competitors also copy your strategies and tactics, even your product/service offerings. So how do we compete more effectively in highly cutthroat business situations?

 

This seminar seeks to present a more in-depth approach to competitive selling designed to deliver better sales results. When faced with tough competitors,

you need to be tougher! More importantly, you need to be specific in your plans and actions to improve your performance in the marketplace.

 

Who this seminar is for: Sales Managers, Sales Supervisors and Sales Professionals

 

Module I - Doing a Competitive Analysis


A. The Importance of Competitive Intelligence
     1. What is Competitive Intelligence?
     2. Why do we need to gather competitive information?

 

B. Macro-level Competitive Analysis
     1. Who are your overall industry competitors?
     2. What are their strengths and weaknesses?

C. Micro-level Competitive Analysis
     1. Who are your specific competitors in your best accounts?
     2. What are their strengths and weaknesses?

 

Module II - Setting your Competitive Selling Objectives


A. What do you want to accomplish?
     1. Strategic Objectives
     2. Financial Objectives

 

B. Identifying your Target Competitors
     1. What opportunities or threats do you face?
     2. What makes them good competitors to target?

 

Module III - Penetrating your Competitors' Accounts

 

A. Analyzing your Competitive Positioning
     1. Competitive Uniqueness
     2. Competitive Parity
     3. Competitive Advantage
     4. Competitive Disadvantage

 

B. Mapping and Finding your "Sweet Spot"
     1. Determining your Customers' Strongest Buying Motivators
     2. Plotting your Competitors on the Sweet Spot Grid

 

C. Developing your Competitive Selling Initiative
     1. Determining when to attack
     2. Launching the 3-step Competitive Attack
     3. Planning and Implementing your Attack
     4. Evaluating your Results

 

Promo Mechanics to enjoy the 50% DISCOUNT:

     1. Strictly ALL reservations should be made on or before May 24, 2019.

     2. Payments should be made on or before the assigned due date (SYSTEM GENERATED).

     3. Proof of payment should be presented via email or fax.

     4. Official Receipts shall be issued to the participants on the day of the training.

     5. Rates are subject to applicable government taxes.

Rates and Terms of Conditions starting May 25, 2019:

1. The Preferential Rate of P1, 699+VAT per participant, per seminar rate will be applied for reservations paid within the assigned due date (SYSTEM GENERATED).

2. The Regular Rate of P1, 999+VAT per participant, per seminar rate will be applied if payment is beyond the assigned due date and P2, 499+VAT per participant, per seminar will be applied for on-site payments. 

[ Seminar Fee includes snacks, materials and certificate of completion ]

Duration: Half-Day

Rate: P1,699

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