|IV. Central Sales Process|
|G. Research prospect's critical business processes, plans, selling environment and identify your competitors in the sale to determine sales strategy and objection prevention plan|
In competitive selling, the mission is to determine how, through the use of your products, service and the manner in which your company conducts business, you can competitively advantage your customers by increasing their ability to generate profitable revenues, lower their overall cost of operation, enhance or strengthen their image and/or decrease their vulnerability in their market place.
This means you must understand how they are currently getting their needs met, business plan, competitive pressures, and market fundamentals that significantly impact their ability to buy from you. (SDQ Code IV.G.)
Performance Objective: Gains vital customer and competitor information necessary to develop a win/win sales strategy.
Learn how to:
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