Displacing the Competition
3 Weeks
Thursdays | 11:30 - 12:30 ET | Starting September 4
Selling against an incumbent can feel like trying to shake a buyer out of their comfort zone—and that’s no easy task. That’s why we’ve designed this hands-on sprint to help you master the art of displacing the competition. You’ll learn how to tap into the psychology of change, get prospects to acknowledge hidden problems, create urgency, build a compelling case for change, and de-risk the buying decision. This series is fast-paced, practical, and built for sellers who are ready to challenge the status quo and win high-stakes deals. Come ready to engage, practice, and compete.
What to Expect
- Expert Guidance: Learn from seasoned industry experts and trainers who bring a wealth of experience and practical knowledge to the table.
- Customizable Solutions: Our training series offers adaptable strategies that can be tailored to your specific sales team, ensuring maximum impact and results.
- Interactive Learning: Engage in hands-on exercises, workshops, and discussions that foster active learning and practical application of knowledge.
- Immediate Impact: The strategies and techniques taught in the series can be implemented immediately, enabling you to see tangible improvements in your sales performance.
Key Topics Covered
Winning deals when there’s an incumbent in place requires more than a better offer—it demands a strategic shift in how you sell. In this series, you’ll explore:
- How to uncover the psychological roadblocks that keep prospects clinging to the status quo
- Proven techniques to get buyers to admit there’s a problem worth solving
- Strategies for creating urgency without pressure
- How to build a compelling, credible case for change that resonates with every stakeholder
- Ways to de-risk the buying decision and make switching feel like the safest path forward
By the end of this series, you'll have the mindset, messaging, and tactical skills to confidently unseat the competition and win the business.
The schedule for this series will be as follows:
September 4: The Psychology of Change & Getting People to Admit Problems
September 11: Creating Urgency Building the Case for Change
September 18: De-Risking Change