PGI Professional Development

COMPETITIVE SELLING SKILLS

The successful business development professional must learn how to integrate and balance the following business development skills in order to set strategy and maximize each client contact.

COMPETITIVE SELLING SKILLS

  • Multiple Questioning Techniques
  • Persistence in Asking Difficult Questions - Penetrating the "Impasse Zone"*
  • Listening and Maintaining Focus
  • Handling and Refocusing Objections
  • Listening and the Telephone
  • Documenting the Call - A Discipline
  • Refocusing the Agenda
  • Maintaining a Positive, Proactive Posture
  • Competitive Selling
  • Managing Voice Mail

ACCOUNT PENETRATION

  • The Business Development "Funnel of Opportunity"*
  • Understanding the Dynamics of Client Strategy and Philosophy
  • The Relationship Ladder*
  • Salesperson as Catalyst - Introducing New Ideas and Managing Change

UPGRADING THE RELATIONSHIP

  • The Wedge and Upgrade Strategy*
  • Managing the Internal Resources - Internal Influence
  • Transaction vs. Relationship Approaches
  • Business Done Away - A Strategic Perspective
  • Dealing with Problem Situations Constructively
  • The "Impasse Zone"*
  • Post-Call Assessment - Planning the Next Step

* Copyright, Phoenix Group International, 1991.