Competitive Selling

Name: Competitive Selling
Rating: 4.3 (2 reviews)

Proactive Calling in a Reactive World

Created byBigger Brains

Last updated 2/2025

English

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What you'll learn

Define competitive selling and describe ways to out-perform your competition at critical points in the sales process to win more sales.
Stay in control of the sales process by focusing your time on the prospects who are willing to commit to a next appointment.
Describe the four levels of a sales relationship and how fighting for a Next Set Time helps you build the relationship towards trust, respect—and more business.
Identify where to start in an organization to get the biggest bang for your buck and shrink your sales cycle.
Describe how a calling roadmap can help you stay focused on the objective of the call and handle any No that comes your way with preparedness and ease.
Plan a multi-touch process with voicemails that help you build a relationship with your prospects and get you call backs, as well as a script for warm calls.
Design a pipeline based on identifying active opportunities so you can focus your time on the right accounts and maintain a constant flow from Lead to Close.
Implement a weekly system that helps you focus on the top five opportunities each week and track Key Performance Indicators.

Course content

1 section • 15 lectures • 1h 49m total length

Introduction2:08
Discover proven, step-by-step proactive sales methods to move from hello to closed and gain a competitive edge with warm calls, cold calls, referrals, voicemails, and email.
The Ratio Game5:15
Sales combine activity and proportions: six daily calls produce three contacts and one appointment, targeting about 24 yearly deals; track numbers and apply five ways to grow your business.
Consultative vs Competitive Selling6:02
Develop competitive and consultative selling by staying proactive, mastering the right words, shortening sales cycles, and tracking metrics to win wallet share.
Why Should You Prospect5:22
Make prospecting a daily habit to build consistency, balance sales cycles, and focus on the proactive third that drives opportunities and revenue.
Smokin' Too Much Hopium7:51
Apply a four-step sales process—attract, discover, present to win a commitment, and execute—and use a next hour established to drive momentum, better forecasting, and fewer stalled deals.
Fighting for an NST7:29
Set the next scheduled time to secure commitment and gain honest feedback, shortening the sales cycle. Maintain control by scheduling clear appointments and anchoring follow-ups.
4 Levels of a Sales Relationship6:35
Explore the four levels of a sales relationship—agent, seller, provider, and trusted advisor—and learn how trust, time, and value shape prospects and customers.
Starting High6:59
Begin at the top of a company to win faster by talking to Merc, the grand boss, Sam, the influencer, the manager, and the gatekeeper, then move down.
Building Your Calling Roadmap9:00
Master a proactive call with a four-part map—greeting, identification, the reason for the call, and closing—to secure a meeting and handle objections in interrupted marketing.
Here Come the No's!, Part 17:52
Learn four no responses—'I'm good,' 'not interested,' 'I'm busy,' and a redirecting question or statement—then lower guard, repeat, calm, and retake to secure a meeting against the status quo.
Here Come the No's!, Part 28:17
Master redirecting objections to regain control of the conversation by asking how or what questions and staying curious. Embrace tone, follow-up, and no-to-yes progression.
Getting In Touch8:57
Learn to build client relationships by alternating voicemails, emails, and videos, using timely touchpoints and a four-type voicemail pattern to increase responses.
Alternative Approaches8:29
Learn warm calling strategies and follow-up patterns to secure appointments, reconnect inactive accounts, and leverage referrals, with practical scripts and tips.
Measuring Success9:03
Plan for the future by measuring sales success through your defined cycle, from first meeting to closed, using six prospect stages and next hour established to keep opportunities active.
Staying on T.R.A.C.K.10:37
Master the TOACI tracking system, top five opportunities, obstacles, advance with a planned next hour (PHE), collaboration, and KPIs, to keep your selling funnel active and win more, faster.

Requirements

There are no prerequisites for this course.

Description

Proactive selling in a reactive world

Want to gain the edge you need to be successful in the highly competitive world of professional sales? This course doesn't just give you theories … it gives you tried and true techniques to be a proactive caller while building relationships with your prospects and getting more calls back. Learn how to design a pipeline so you can focus your time on the right accounts, and plan a multi-touch process that shortens the sales cycle.

Authors and teachers Stacia Skinner and Marisa Pensa will introduce you to the most important concepts of their Competitive Selling program. By the end of this course, you will know how fighting for a Next Set Time helps you build the relationship towards mutual trust and respect—and more business.

Topics covered include:

Starting high in an organization
Designing a calling roadmap that keeps you focused on the objective of the call
Leaving intriguing voicemails that get you a call back
Gaining a critical “Next Set Time”
Implementing a weekly system that helps you narrow in on five active opportunities and track Key Performance Indicators

Objectives. You will be able to:

Define competitive selling and describe ways to out-perform your competition
Stay in control of the sales process by focusing your time on the prospects who are willing to commit
Describe the four levels of a sales relationship
Define a Next Set Time
Identify where to start in an organization to get the biggest bang for your buck and shrink your sales cycle
Plan a multi-touch process that gets you more calls back
Implement a weekly system to focus on the top opportunities each week and track Key Performance Indicators

High-quality HD content in the “Uniquely Engaging”TM Bigger Brains Teacher-Learner style!

Who this course is for:

Sales professionals who want to take control of the sales process and bring in more business in less time.