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.