The Winner’s Circle: Session Four

The Winner’s Circle is a four part training designed to help participants build trust and credibility, identify differentiators, overcome objections, and ask problem-solving questions.

Session Four: Outplay, Outthink, Outperform the Competition

• Establish competitive differentiation in the first interaction
• Demonstrate value over benefits and features
• Provide resources so prospects don’t feel the need to shop around
• Personalize your approach verbally and virtually
• Identify how to measure and document a customer’s commitment
• Stand your ground under pressure
• Negotiate the best win-win solutions that keep profits, margins, and customer satisfaction high
• Challenge buyer assumptions and shape buyer agendas
• Use product knowledge to establish key questions and uncover the buyer’s needs