Collaborative Selling: 2. Target

Whether you are a seasoned sales professional, an established business owner, or just getting your start-up off the ground, you will benefit from learning how to forge and strengthen collaborative relationships with your customers. And these relationships start with identifying who you want to reach and what you have to offer them.

In Collaborative Selling: Target, the second module of the Collaborative Selling curriculum, you will learn how to identify your competitive advantage and use that insight to identify your best potential customers.

The following topics are discussed:

• Your Competitive Advantage
• Your Best Potential Customers
• Using Personal Marketing to Generate Leads

Upon completion of this module, you will be able to:

• Articulate your competitive advantage.
• Describe your product’s uniquenesses, advantages, parities, and disadvantages.
• Describe how to use your competitive strengths in the Collaborative Selling cycle.
• Analyze your current customers to identify and find your “Best” Customers.
• Use personal marketing to generate leads.