ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Displacement Selling II Booking this course If you would like to talk to us about running a Displacement Selling course, please contact us: Tel   + 44 (0)1789 734343 or email us at admin@proskill.co.uk Other courses in this modular course: Displacement Selling I Displacement Selling III Displacement Selling IV This course follows Displacement Selling I. It has 2 purposes, the first is to develop the skills and account action plans started in Displacement Selling I. The second purpose is to develop the action plans to pro-actively defend market share in chosen accounts. Participants are invited to bring with them the files on accounts they wish to protect. Overview Any account that gives you a good share of their business is a target for your competitors. A classic error is only to focus on obtaining market share from those that are not yet giving a significant market share. There are a number of other classic errors in defending market share. We must develop effective defensive strategies. We must also develop and improve our attack strategies. This interactive and practical course provides participants with the key skills and strategies needed to defend their market share. It also builds on the skills and strategies in place from the Displacement Selling I course. Who Should Attend Those who have attended Displacement Selling I. Duration 1 Day   Displacement Selling II - Course Objectives Participants will learn: have the opportunity to discuss and develop the account plans started in Displacement Selling I learn the key issues of defence and the common errors when defending market share learn the key issues of defending market share and will develop action plans for their nominated accounts learn how to use a variety of techniques in defence and develop their advanced listening skills Displacement Selling II - Course Outline Review Of Displacement Action Plans Progress? Problems? Discussion Defending Market Share The Marketing Warfare model Common errors in defending market share within particular accounts Defence Steps Defence intelligence Ring fencing accounts ‘Attacking’ competitors Personal account action plans Techniques And Style Advanced techniques for defence The style of attack Active listening Using ‘listening techniques’ in defence and attack Personal account action plans   © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling