Hidden Competitor
English
30-Day Money Back Guarantee
Full Lifetime Access
Self-Paced
Finish in
40 mins!
Finish in
40 mins!
Made for for
Employees
and
Supervisors
Employees
and
Supervisors
No Certificate
Provided
Provided
Mobile -
Friendly
Access
Friendly
Access
What you'll learn
In this course you will learn that what is creating resistance in your customer is not the appeal of a competitor, but something else that is internal to their organization or even their personal situation: a Hidden Competitor. You'll learn the most common "Hidden Competitors" in sales, and how to address them so you can move forward and close the deal.
Skills covered in this course
Description
Has your buyer ever seemed like a mystery? There is something blocking the sale, but you're not sure what. Often, their stated reasons are not the real drivers behind their resistance. This four-part course reveals the hidden reasons a buyer might be resistant to change and how to address them so the buyer can embrace your solution.
Prerequisite: Knowing the Customer's Buying Process
Prerequisite: Knowing the Customer's Buying Process
Table of Contents
Identifying Your Competitor: What if the competitor getting in the way of closing a sale is not what you think it is? What if it's something hidden? This module introduces the Hidden Competitor.
Understanding Service in Place: Digs deeper into the hidden reasons a buyer might not want to make a change just now. Some may be quite surprising.
Know Your Customer's Situation: Shows how to address the Hidden Competitor and move forward with a sale by gaining and using situational knowledge about the buyer's business, challenges and goals.
Compete Against the Hidden Competitor: Provides advice for how to find and eliminate Hidden Competitors of all kinds.
Author
We’re an experienced group of sales and marketing leaders, and education and coaching stalwarts. We’ve all held senior positions at global corporations, or rolled up our sleeves to turn start-ups into successful international businesses, and in many cases we’ve done both.
Hidden Competitor
Hidden Competitor 1 - Identifying Your Competitor
What if the competitor getting in the way of closing a sale is not what you think it is? What if it's something hidden? This module introduces the Hidden Competitor.
Hidden Competitor 2 - Understanding Service In Place
Digs deeper into the hidden reasons a buyer might not want to make a change just now. Some may be quite surprising.
Hidden Competitor 3 - Know Your Customer's Situation
Shows how to move forward with a buyer — and addresses the Hidden Competitor — by gaining and using situational knowledge about the buyer's business, challenges and goals.
Hidden Competitor 4 - Compete Against the Hidden Competitor
Provides advice for how to find and eliminate Hidden Competitors of all kinds.
