Breaking Competitive Accounts©The 7 Critical Sales Actions |
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Capturing competitively held business in a mature
marketplace is one of the greatest challenges in the selling profession.
Yet, it’s what the vast majority of sales reps must do every day.
Breaking
Competitive Accounts© (BCA) teaches sales
representatives 7 Critical Sales Actions necessary to
achieving high close ratios in this type of selling environment.
Skip Normand’s popular video of the same name, marketed in over 20 countries, is used during classroom training to help course participants develop a clear understanding of how the seven critical sales actions are applied within their own selling environment. Sales campaigns are also developed for targeted prospects during individual and group exercises so that participants are fully prepared to capture competitively held business immediately following the training.
“Dear Skip…I thought you would like to know I just sold six new loaders to two accounts who had always bought from a competitor. This is just a few weeks after taking your BCA training and I’m not the only one having success using your methods. Thanks for everything, Skip. Hope to see you again soon.”
Ian W., Case Australia
“Hi, Skip. I just captured the first of the three target accounts we developed campaigns for during BCA training. The fact that it was the largest of the three targets and was captured from my biggest competitor makes it that much more satisfying! This sales approach is fantastic!”
Don R., Process Chemicals
“Skip, I followed my BCA campaign exactly as I had developed it during training. Today, less than 8 weeks after taking your class, I captured this business. You may remember me telling you that I thought this account would be nearly impossible to capture, but you encouraged me to give it a try. I’m now convinced that there isn’t any business I can’t capture using the BCA approach. Thanks for your training and for your support.”
Carol P., Reliance
Our customization process includes researching your products and services, markets, customer base, sales and customer support teams, and your competitive environment – one more reason our training programs typically produce significant bottom line results in a short time frame.
Our manager training and support programs are the backbone
of every Normand & Associates training project. Our
research and years of experience have proven that well trained and
effectively supported managers are a major factor in achieving the
greatest bottom line results possible. Customized training programs for
managers and 24/7 support availability from Normand & Associates
help to insure a rapid and significant payback on your training
investment (see
Direction
& Momentum.)
Our post-training support is custom designed to meet your
specific requirements and may include 24-hour accessibility via phone or
internet, working in the field with sales managers and other on-site
consultations.
(7
MB in PDF format)