Whiteboard Selling: Empowering Sales Through Visuals by Corey Sommers & David Jenkins

Author:Corey Sommers & David Jenkins
Language: eng
Format: mobi
Publisher: Wiley
Published: 2013-03-19T14:00:00+00:00

Revisit the Buying Criteria Solution Whiteboard example you prepared in Chapter 13, pick your biggest competitor, and, using the blank template opposite Figure 14.1, add the competitive knocks or deficiencies at the bottom of the whiteboard.

Example #2: Competitive Retrofit—The Buying Criteria Whiteboard (Home Remodel)

The next example uses the same basic structure as the Buying Criteria Whiteboard, but it goes a step further in the retrofit by adding a detailed competitive comparison column and more unique solution capabilities. The focus is still on the three buying criteria where you hold the largest competitive advantage over the competitor or group of competitors. The result looks like the figure below.

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