Comparative Selling™

It's Time To Get In The Ring and Fight©

Comparative Selling^TM instills competitive passion in your pharmaceutical or medical device sales force. No more "polite" selling, no more referring to competition in general terms. Through the unique Innovara Competitive APPLES© process, participants learn to anticipate competition, to preempt it, to prevent its success and to lead the market. Then, through 12 "Rounds" of competitive selling simulations and exercises, representatives learn to sell not only against specific competitors, but to become highly competitive as a part of their very nature.

At the beginning, they assess and score their individual Competitive Selling Index. At the end of each Round, competitive intensity heightens as their Index Scores are tallied, and they see how well they are doing compared to their colleagues (the "internal" competition). By the end of Competitive Selling, participants are not only more competitive in every aspect of selling, but also carry a competitive mindset into every opportunity for customer interaction. 

Learning Objectives:

• Instill competitive passion in each sales representative
• Provide techniques to sell against specific competitors
• Anticipate questions and draw out opportunities to provide comparisons in everyday selling situations
• Apply comparative selling principles in all situations where opportunities may present themselves, i.e. medical events, social situations, etc.

Audience: All sales personnel, sales representatives and managers; service support (product managers, medical liaisons, events managers, sales service personnel and others).
Level: Fundamental
Duration: 3 days

Contact Innovara to learn more.