Handling objections
Learn how to address common objections encountered during the sales process and even how to use them to your advantage
Tips for avoiding a price battle
Please download the guide linked to this article which has been prepared for you by Jo Lloyd, a leading independent business and training consultant, as part of a series of self-help documents designed to help you with business development.
Healthy competition is good for business and understanding your competitors keeps you on your toes and ensures there is no room for complacency. Selling against your competition is a different matter and this is where we typically see the conversation revolve around price. This isn’t good for anyone.
This guide offers some simple methodologies to help you with staying ahead. A simple identification of strengths and weaknesses for both your competition and you as an organisation can give you some real insight. Understanding whether you have a comparative advantage or a differentiator is important to understanding your organisation’s position relative to others.
The second methodology to explore is ‘Porters Five Forces Analysis’, the guide will take you through these five areas. Working through the areas can help you to understand the processes and formulate tactics to overcome each challenge.
Jo is a founding mentor within the Canon Ascent Programme, with an excellent reputation established over many years, helping Canon customers across EMEA to define and achieve their business development ambitions.
Jo Lloyd (Mentor)
Managing Director, Cotmandene Training and Development Ltd
Invaluable experience in sales and management and behavioural training within the print industry.