In this free online course Sales Techniques - Using Competitive Sales Strategies you will be introduced to customers compelling need to buy, and how you can use competitive sales strategies to negotiate mutual interest both for you and your customer.
The course begins by introducing you to customers compelling need to buy and why you should focus on your customers perspective of value. You will learn about customer politics and people with influence in the customer’s company. The course describes the customer buying cycle and what starts it off. You will then review the sales cycle and how it matches to different stages in the buying cycle.
Next, you will be introduced to competitive sales strategies and why you must understand your competitors just as much as your own business. The course describes how to negotiate mutual interest both for you and your customer. You will also learn about qualifying opportunities and what qualifies your solution as the right one for the customer. The course then describes the best practices for writing a winning proposal.
This course will be of great interest to sales people, entrepreneurs, business owners and anyone looking to improve their skills in sales.
Perquisites: The learner will need to have completed the previous course Sales Techniques - Interacting with Customers.
To qualify for your official ALISON Diploma, Certificate or PDF you must study and complete all modules and score 80% or more in each of the course assessments. A link to purchase your Diploma certificate will then appear under the My Certificates heading of your My Account page.
Having completed this course you will be able to: - Describe what the customers compelling need to buy is. - List the different people within a company that have influence. - Explain how influence is different to power in a company. - List the different stages of the buying cycle and how they relate to the stages in the selling cycle. - Describe the different stages of the buying cycle and how they relate to the stages in the selling cycle. - Identify your possible competitors. - Discuss how you would negotiate mutual interest for you and the customer. - Recognize the best practices for creating a proposal.
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