Guides

How we approach strengthening your ultimate competitive advantage

This advanced sales training is designed to uncover your ultimate competitive advantage, the reason Why your clients come to you and stay with you. The reason why your competition and others in your market look up to you and your business with respect.

Often those in a business understand What they do, their processes and their behaviour determine How they do it. It is the best businesses in the world and in your market that truly understand Why they do what they do. We call this your X-Factor, which is also called your sales advantage or ultimate competitive advantage.

During the business sales training we use the Conversational Solution Sales Scorecard – Members Edition licence you will have received to highlight whether you are leveraging your ultimate competitive advantage. Having identified your ultimate competitive advantage, we discover why leading with it will strengthen your sales pipeline and sales forecast accuracy.

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GO BACK TO THE BEGINNING AND START WITH ‘WHY’

YOUR CLIENTS DO NOT BUY WHAT YOU DO, THEY BUY WHY YOU DO IT. KNOWING YOUR ‘WHY’ ALLOWS YOU TO DISCOVER YOUR ULTIMATE COMPETITIVE ADVANTAGE.

Knowing your ultimate competitive advantage gives you and your team the fuel to persevere through all the ups and downs you will face on the path to success.

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ALIGN YOUR X-FACTOR TO YOUR ‘WHY’ AND YOUR SALES VALUE CHAIN TO YOUR ‘HOW’

THIS GIVES YOU THE FLEXIBILITY TO CONTINUALLY ADAPT AND ADJUST USING BREAKTHROUGHS.

You will have been doing this and not necessarily know it. Being aware of this principle allows you to take better control, manage and unleash your X-Factor.

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Preparing for success

Throughout this sales team training we will ask you to make consistent small incremental improvements that result in you and your team achieving far more than original set out to achieve.

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Three parts to understand and unleash your X-Factor

Using a series of simulations, we look at three areas of your business to better understand and unleash your ultimate competitive advantage:

1. Discovering your ultimate competitive advantage. Your brand has power, that power is your X-Factor, your ultimate competitive advantage. You too have a brand, an X-Factor. It is not What you do, it is Why you do what you do that inspires and draws others to you. If you are intent on building a strong, loyal client base you must know intimately what your ultimate competitive advantage is. During this advanced sales training we help you identify what is your high ground from where you are your strongest. Using your Scorecard, we focus in and leverage your ultimate competitive advantage to strengthen your sales pipeline and sales forecast accuracy.

2. Creating breakthroughs to unleash your ultimate competitive advantage. To know your ultimate competitive advantage and maintaining focus on your sales value chain you will better serve your clients and improve your sales forecast accuracy. To know the Why leading your business is to know your true strength. During this advanced sales training we manage these two understandings to find your high ground and how you can become your strongest to strengthen your sales pipeline. Only through action continually creating breakthroughs can you climb up to your high ground and stay there.

3. Managing Change to strengthen your ultimate competitive advantage. Change is the toughest job to manage for both yourself and especially when leading others to change their behaviour. This module provides valuable sales leadership training guiding you and your teams how to manage that change. Working with your Scorecard we leverage your ultimate competitive advantage to drive consistent business and sales pipeline growth into the future. It is the discipline using the Scorecard and guidance provided during the sales training that helps leaders guide their teams to change their behaviour for the better.