Selling Your Competitive Advantage Seminar # 5102

Having a great product isn’t enough. To close the sale, you have to communicate and prove your competitive advantage.

You have a world-class product and first-rate customer service…and so do your competitors. To get the most out of every customer contact, you have to demonstrate why buying from you is the right choice and back up your claims with hard data. In this seminar, you’ll learn how to leverage the positioning of all your deliverables—not just your products and services—to create a compelling competitive advantage. You’ll refine your sales message, increase customer confidence and close more sales!

How You Will Benefit

• Get in the door more often, get more referrals and increase your sales “hit” ratio
  
• Maximize your sales potential with fine-tuned, competitive advantage sales pitches
  
• Create greater impact by ridding your sales message of clichés, hype and meaningless phrases.
  
• Minimize price as a buyer issue.
  
• Learn to distinguish between strengths and competitive advantages
  
• Ensure greater customer satisfaction.

What You Will Cover

• What is a competitive advantage and why is it important?
  
• Removing risk from the buying decision
  
• Uncovering your competitive advantages and using metrics to prove them
  
• Recognizing and remedying major “dangerous disparities”
  
• Identifying your customer’s buying criteria and aligning your deliverables with their requirements
  
• Communicating your competitive advantages

Who Should Attend

Sales professionals, including account managers, sales managers, sales executives and sales representatives.

Extras from AMA

Get a FREE copy of Creating Competitive Advantage
by Jaynie L. Smith (a $19.95 value) when you attend this seminar.

Note: Please bring copies of your company’s marketing materials (Web copy, brochures, business cards, product wheels, fact sheets or any customized marketing materials that focus on specific target markets). They will be used to complete some of the hands-on exercises.

Additional Information

• Extended Seminar Description
• Faculty Info
• Seminar Hours
• Travel and Accommodations
• Cancellation Policy
• Federal Government Employee Discounts
• On-Site Delivery

Registration Fee

2 days / 1.2 CEUs
Nonmembers $1,895 / AMA Members $1,695 / GSA $1,451

Schedule

We have 5 scheduled sessions located nationwide starting between September 18, 2008 and April 13, 2009.

• Call 1-877-566-9441 for an AMA Training Consultant.
• E-mail customerservice@amanet.org
• Fax AMA Text Registration Form
• Mail AMA Text Registration Form