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Selling is easier when you come to the sales meeting able to give the perception of strength.  Your strength in sales comes from a variety of sources when you think strategically. Your selling will be easier when your strategy includes competitive information.  You can use your strategy to build alliances with others who can shorten your sales cycle.    

In the Selling From Strength webinar you learn your sources of value so your prospects are willing to pay more for your products and services.  It is important to learn who your competition is and about them so you can plan how you will compete with them.  You learn how to create strategic alliances and ways to enhance your credibility.

Learning Objectives

  • Identify strategies to outmaneuver your competition       
  • Discover the competitive information you should gather so you can sell from a position of strength
  • Explore the benefits of creating strategic alliances   
  • Recognize the value of your credibility in sales
Last updated/reviewed: March 21, 2018

Included In Certifications

This course is included in the following Expert Certifications:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials

Prerequisites

Course Complexity: Foundational

No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  00:59Introduction to Selling Strategy: Before Prospect Contact Part 2 Selling From Strength
  5:25Why pick you?
  5:59Conclusion
CONTINUOUS PLAY
  12:23Selling Strategy: Before Prospect Contact Part 2 Selling From Strength
SUPPORTING MATERIALS
  PDFSlides: Before Prospect Contact Part 2 - Selling From Strength
  PDFBefore Prospect Contact Part 2 - Selling From Strength Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM