Find out what makes, or breaks the sale. The difference lies in collaboration and this training program will show your sales force how to incorporate its techniques into every sales encounter. Viewers eavesdrop on site calls of three reps to one overworked potential client. All three make important strides, but only one makes the sale.

Whether you're orienting rookie sales reps or reviewing veteran staff, The Competitive Edge puts them in their customers' shoes and enables them to sell much more powerfully and effectively.

Your Sales Force will learn:

• Precall Planning - Know your customer, be prepared.
• Build a Relationship - Create a level of comfort, a basis for trust.
• Conduct a Needs Analysis - Establish a dialog that will draw out your customer's real needs.
• Listen - Active listening allows you to gather critical information, often by hearing what your customer doesn't say.
• Presentation - Provide your customer with hard data about how their firm will benefit from your product or service.
• Overcome Objections - Every objection contains the key to a solution--find it.
• Ask for the Sale - Close the deal with a signature or deposit.