006. Creating a Competitive Distinction
Instructor: Tim Underhill
Sunday, March 11, 2018
8:00 am – 4:30 pm
In today’s market, strategic customers want more than just the lowest price. They want a supplier (distributor or manufacturer) that can help them reduce their total operating cost, improve efficiency and achieve a competitive advantage with their customers. Suppliers that can provide solutions and sell them effectively can enjoy a distinction that creates a competitive advantage, and allows both manufacturers and distributors to charge a premium for their products and services.
This workshop focuses on:
- What initiatives your strategic customers are pursuing and why
- What distributors and manufacturers are doing to align with these strategic accounts
- Identifying the solutions you provide that can help you align yourself with your customer
- How you can better sell your solutions and become the supplier of choice
- Solution Selling focuses on how your solutions impact the customer’s Total Cost, Objectives, Risk and Performance
- How to identify who you should be selling to (who really cares about what you have to offer)
- How to approach the people who care about the solutions you have to offer
NOTE: This class does not focus on measuring Total Cost Savings. However, the Proving Total Cost Savings class the following day focuses solely on the measurement aspect of the value you add.
Creating a competitive distinction through the solutions you provide can help you to build relationships with key accounts and improve your overall profitability by setting you apart as the supplier of choice.
Who Should Attend:
This course focuses on winning, retaining and penetrating key or strategic accounts. Attendees should be outside salespeople, marketing or sales managers with a need to become the supplier of choice for strategic accounts.
1. Identification of the solutions you provide and how to sell these to strategic accounts
2. Tools to identify how your solutions impact your accounts and who to sell to (often different
than who you sell to today)
3. Process and tools for how to start solution selling
Overall Rating: 4.6/5
“Well laid out course. Covered information thoroughly and managed the course time well” – Territory Sales Manager
“Great examples and explanations of real world applications” – Marketing Team Leader
“Content was directly related to strategic planning at our company. I feel I will have framework to implement.” Account Manager
“Instructor was very knowledgeable about the topic covered. This will be beneficial for me in the future.” – Sales/Sales Management Trainee
“Very easy to follow the direction of the instructor. We covered many helpful topics without ever losing focus or getting off track.” – Branch Manager
At the end of each session we asked the attendees to review and rate each course. These reviews are anonymous so we can only provide their job titles. Ratings are based upon the benefit of the course, quality of the course, instructor expertise, ability to communicate and quality of visual aids and are rated on a scale of 1-5.