Collaborative Selling: How to Gain the Competitive Advantage in Selling

Selling today requires creating long-term customers rather than one-shot sales. It has evolved from a transaction mentality to building relationships; from persuading and telling to problem-solving and helping; from low-price selling to value-added selling. In this dynamic program, Tony shows audiences how to move beyond traditional selling to Collaborative Selling by practicing the key skills that turn the customer's perception of the salesperson from a peddler to a solution consultant.

Formats

Keynote/General Session -- 45-90 minutes

Workshop/seminar -- 2-6 hours

Alternate Titles

Non-Manipulative Selling
How to Gain the Competitive Advantage in Selling

KEYNOTE SPEECH/PRINCIPAL POINTS

Collaborative salespeople focus more on studying customer needs and assuring customer satisfaction

Prescription before diagnosis... is malpractice

People don't buy because they're made to understand--they buy because they feel understood

Professionals are defined not by the business they're in, but by the way they're in business

When two people want to do business together, they won't let the details stand in the way

The sale begins when the customer says... Yes

THE WORKSHOP (adds depth in all areas, plus:)

Targeting Your Best Niche Markets

Contacting Prospects via Direct Mail and/or Phone

Information-Gathering Skills

Collaborating Solutions with Customers

Confirming the Sale

Assuring Customer Satisfaction

Individual and small group exercises

Workbook materials

PARTICIPANTS LEARN (depending on length of program)

The Six Steps of Collaborative Selling

Avoiding Sales Slumps

Outgoing Prospecting and Incoming Prospecting

The Competitive Advantage Statement

Summarizing and Prioritizing Needs

Knowing Your Competitive Advantages

Addressing Prospect Concerns

Utilizing the Stairs of Customer Loyalty

Building Customer Intimacy

Conducting an Annual Customer Review

Keep in Touch Techniques with Customers

Penetrating Current Accounts

Seeking Referrals

> Click here to download this information as a pdf file
> Click here to book Tony and bring this presentation to your group

Feel confident with our secure Credit Card transactions at Alessandra.com

PRIVACY POLICY | CONTACT US
Phone: 760-603-8110 Fax: 760-603-8010
TONY ALESSANDRA'S OFFICE
BUSINESS AND MOTIVATIONAL KEYNOTE SPEAKERS
5927 Balfour Court Suite 103, Carlsbad, CA 92008
Last Updated: Copyright © 1996-2008 Alessandra & Associates, Inc.
Site design by The Ictus Initiative

Disclaimer: Using the information at this site, and linked to this site, is done at
your own risk. No promises or guarantees of any kind are intended or implied.

I thoroughly enjoyed your speech and found many new, useful ideas to use immediately in my business... That's a great presentation. Thanks!
--Rose Clayton

I wanted to pass along my personal thanks to you for speaking at our annual Program Manager's conference. All of the feedback that I received, both in person, as well as in writing, was overwhelmingly positive, and your talk was a big part of that! Thanks again, and I hope that we'll see you at a future Harris event.
--Amos Morse

Thank you for the kind words. Your presentation was the best of all outside presentations - everyone thought you were great! I look forward to the opportunity to put you in front of other clients of ours in the future.
--Jay

Tony's presentation had real impact. The points he made were not only relevant to our audience, they were delivered in a way to make them memorable and fun. It was great to have such an important topic delivered with punch as well as humor. His anecdotes were fabulous. Ask him about the pots and pans.
--Corrine Smith

Thanks so much for your presentation at NSA San Diego last week. It was the best combination of practical tips and inspiration that I have seen at an NSA meeting ever! Thanks again for your powerful message and willingness to spend so much time with those of us starting out.
--Jim Cartmill