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Title: Dealing with Competition
Running time: 12:27
Description: A standard factor in Key Account selling is that there is heavy competition for the business. This program explains how to talk about competition, how to respond to competitive claims, and how to properly point out concerns prospects should have about competitors. The program also shows how to perform a feature-by-feature Them/Buyer/Us analysis that can be used for creating your sales strategy and developing your sales message.
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