Hidden Competitor
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
Keywords: sales, selling, salesperson, buyer's perspective, competition, buying process, hidden agenda
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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.
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Price :
$19.95 ( Per License )
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