The 4 Truths of Behavioural Change - Winning Against the Competition

Winning Against the Competition™ is a comprehensive sales performance improvement solution that offers both the face-to-face selling skills and the account strategies that salespeople need to make the most of opportunities in a complex-sale environment. It combines skill practice and strategy training in the classroom with post-class reinforcement.

Who should attend

Winning Against the Competition™ is a 3-day program for sales professionals who believe new account development is taking too long because they lack an effective entry strategy, who find that their competition is winning business that was considered a sure thing, and who see business from existing accounts eroding. It is for companies that are struggling with ways to differentiate their offerings from those of the competition, and whose buyers may be confused by competitive offerings. It is for salespeople who seek better ways to expose competitors’ weaknesses without compromising their image and alienating buyers. It is of particular value to sales professionals who find it difficult to identify, and gain access to, the real decision-makers in their accounts.

What they will learn

Winning Against the Competition™ combines an intensive sales skills program with a thorough grounding in sales strategy. In the program, participants will learn to:

• amplify the value of a potential solution in a way that favours the seller’s offering
• demonstrate how their offering clearly meets the customer’s stated needs
• manage the sales process more effectively
• plan sales calls that shorten the buying cycle
• overcome the “no decision” dilemma identify and influence their customers’ decision criteria
• describe competitors’ weaknesses in ways that do not degrade their own credibility
• convincingly differentiate their offerings in a field of similar competitors
• identify new business potential within bread-and-butter accounts
• help customers work through concerns that develop slowly over time in long sales cycles

Training design

Winning Against the Competition™ combines account strategy development with the specific skills for executing that strategy. The workshop’s modular design is fast-paced and delivers content in easily digestible chunks. It provides tools to plan and execute a buyer-focused strategy, and is customised to reinforce the client’s specific strategic initiatives. Options include “real case” classroom work and web-based reinforcement.

MORE INFORMATION:

Winning Against the Competition (PDF)

Registration Form (Australia)

Registration Form (Singapore)

From Australia / New Zealand contact Sean Doyle on +61 2 8437 7602 or by email This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
From Singapore call Rosana Doble on +65 6733 5620 or by email rdoble@huthwaite.com.sg

INVESTMENT:

Australian Workshops:
Winning Against the Competition™ Workshop (3 day) AU $3,250 + GST
Winning Against the Competition™ Workshop (2 day) AU $2,150 + GST

Singapore Workshops:
Winning Against the Competition™ Workshop (2 day) S$2,800 + GST