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The Competitive Edge

There is much more to closing a sale than reciting features and benefits. As this program shows, what distinguishes the outstanding salesperson from the merely competent one is the ability to learn on the job, probe, listen and--above all--guide the customer to a productive buying decision.

  • Helps sales representatives close more sales
  • Develops the confidence of the sales representative
  • Builds customer loyalty to the brand
Close X

Developed and produced in-house by CRM Learning, this title is among the industry's best--reflecting our tradition of excellence and effectiveness. All CRM Learning discounts apply.

Download sample training guide
Includes sample pages from the leader's guide and participant materials.

Competitive Edge

CRM Produced

Run time: 17 Minutes

The difference between making an on-site sales call and making an actual sale lies in one very important factor: Collaboration. This training program will show your sales force how to incorporate collaboration into every sale. Viewers eavesdrop on site calls made by three reps to one overworked potential client. All three reps make important strides, but only one leaves with the order.

Whether conducting an orientation session for new sales reps or a kick-off refresher for veteran staff, The Competitive Edge will put your reps in their customer's shoes, enabling them to sell as they would want to be sold to.

Your Sales Force will learn:
  • Precall Planning - Know your customer, be prepared.
  • Build a Relationship - Create a level of comfort, a basis for trust.
  • Conduct a Needs Analysis - Establish a dialog that will draw out your customer's real needs.
  • Listen - Active listening allows you to gather critical information, often by hearing what your customer doesn't say.
  • Presentation - Provide your customer with hard data about how their firm will benefit from your product or service.
  • Overcome Objections - Every objection contains the key to a solution--find it.
  • Ask for the Sale - Close the deal with a signature or deposit.


  • DVD
  • Leader's Guide
  • PowerPoint Presentation
  • reproducible Sales Reference Handbook
  • (support materials will be emailed to buyers)


The Competitive Edge is making a difference:

"This is the video I have been waiting for! A great resource for trainers or sales teams to use. A lot of sales people know how to make good presentations. The problem is that they don't get the sale. This video teaches the importance of the close and how to actually bring back the contact or make that important sale."
-Becky Stewart-Gross, PhD
-Building Bridges

"We really liked how it paralleled what we are currently teaching our reps in a sales course."
-Sales Trainer
-a Computer Services Company

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