Winning the Competitive Sale

Join us
Wednesday, February 5, 2020
8:15 am – 4:30 pm

Where you will learn to:

  • Leverage a posture of being in demand
  • Redefine the purchasing process of procurement
  • Create a unique value proposition
  • Break the formula of commoditizing your product
  • Structure a consistent formula to duplicate and scale

Finding themselves in a competitive situation, salespeople often face the reality that prospects and customers will attempt to commoditize their product or service.  Understandably, prospects want to get the best product at the best price. Pitting one seller against another has proven to be a winning strategy – for the customer! To neutralize this approach, the salesperson needs to uncover the “true” requirements of the solution and determine what has the greatest value to the customer. This 1-day sales training program will deliver professional sales strategies to compete effectively in these situations and tactics that will enable you to win consistently. Not only will you sell more, but will more effectively maintain the margins you need to make a profit.

This workshop is limited to 25 people.

An investment of $595 will lock in your seat for this 1-day sales training course.
$520 when you register before 1/17/20; $695 after 1/31/20. Or complete the form below for group pricing.

Click here for a flier: Winning_Flyer_Print

Call 612-789-5700 for more information.


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Who Knows More About What a Prospect Needs – You or Them?

And?  That’s right.  You do.  You know more about what a prospect needs.  The goal of your conversation, with them, is to convince and persuade them, to see the same.

You are a valuable resource.  The knowledge, service and products you offer only have value when they can be used to fix or change a current or future problem.  The prospects illness.  That you have a cure for. [Read more…]

Process of Change -So you look at a salesperson changing. It’s the same process as a prospect changing. We go through the same process and the first is awareness, so we are scratching our head as individuals, and feel frustrated? Why do I feel like something’s not working like it should? And then we get the second step, which is [Read more…]

How to Sell Above the Budget

I’m kinda guessing that when it comes to this decision, that the price or the investment is going to be a factor. Is that safe to say? Yeah, to make sure that I’m talking about the same thing, what kind of budget or range are you looking at?  Because I don’t want to be introducing anything that is higher than that budget.  If I give you something and it’s outside the budget, then it’s gonna feel like I might’ve misled you by sharing something that’s not within the budget. So do you mind sharing me, with kind of the range are you thinking.  And I’m okay with a range. [Read more…]

I’m Kit Welchlin — No I am not. If you know Kit, you know I’m not him, and if you know me, you know I’m not Kit.

Every person is different, and no matter how hard I try to be like Kit, I can only be me. But Kit and I do follow the same process when getting hired and have the same goal, afterwards – to deliver results. [Read more…]

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #303


This week the “Professor” and I tackle Chapter 3 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic.  [Read more…]

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #301


This week the “Professor” and I tackle Chapter 1 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic. [Read more…]

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #300


We are BACK. We took a month off to get rejuvenated. We are ready for a new show. This week the Professor and I have very casual conversation about sales. We shared many tactics and strategies and sales secrets. By the way, this is episode #300. What a major milestone. [Read more…]

Commitment > Consequences

Success is only possible when you have a greater commitment to achieve the goal than the consequences you will experience if you fail.  Do you know the consequences if you fail?  Are you willing to accept them?  If you cannot live with them, your commitment is the means of overcoming them.

Commitment is transferable in all roles of your life.  Commitment to play the role of a husband or wife, mother or father, salesperson or sales manager.  And there are consequences of failure in every role. [Read more…]

It’s the bottom of the 7th and you’re trailing

Your team has just taken the field after another inning with no hits. You have 2 more chances at bat to change the score from being behind 5 to 3. Your focus is currently on being defensive with throwing more strikes than hits and making more outs than errors. But, you also have to get some hits in when you’re up to bat. What can you do to get more hits? That is the question.

OutfielderThis is the same question salespeople need to ask themselves when they are in the last two months of the year and they are 25% away of reaching their annual quota. You cannot have another year when you don’t make quota. At this point, with the current sales pipeline, you will fall short by $67,000 in revenue. What can you do to change the outcome of the year and make your quota? [Read more…]