What's in this Workout?
Today more than ever, clients are looking to do business with people they can trust. We live in a world where the 'sameness syndrome' abounds ... that is, competitors can probably produce what you produce for about the same price and with the same quality. This means consumers have choices, and the price differentials are usually not significant enough to be the major deciding point for most buyers.
This begs the questions: How can you differentiate (other than price discounting) in a world of competitive sameness? How can you achieve sales targets in competitive markets? How can you keep motivated when you’re being asked to sell more, sell more often, and sell with what seems to be an ever decreasing amount of time and resources? And most importantly, how can you sell ethically?
In this challenging workout, David Penglase will raise the lid on ethical selling and show you how you can sell more comfortably, confidently, consistently and commercially.
What will I get out of this workout?
- Tools to differentiate in a world of competitive sameness including innovative ways to overcome price and differentiation challenges
- An understanding of the five dominant deciding vales of buyers
- Tools to staying ahead of the competition and achieve sales targets in highly competitive markets.
- A repertoire of skills to ensure you sell ethically even in the toughest of times
- A practical understanding of how to balance short-term budgets with long-term relationship building
- Ways to identify and manage the 3 client exit ramps
- Strategies to keep motivated when you are being asked to sell more with less resources
Agenda
Warm-up
Workout
Stretching
Workout |
08:30am - 09:00am
09:00am - 10:15am
10:15am - 10:40am
10:40am - 12:00pm |
Registration and Networking
Seminar
Networking
Seminar |
Knowledge Alert
For two great articles by David Penglase on ethical selling click here.
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