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The Secure Sales Support Site (S4) is a secure Internet Web site that functions as the centralized active storage for information critical to advancing and closing sales.
As part of the latest upgrade, the S4 is now a part of the Competitor Analysis System Software (CASS). The core components of the S4 - CASS:
- Competitor Analysis System - active
- Objection Prevention-Response Strategies - active and pre-loaded archives
- Strong Selling Points - active
- Tactics to Implement Each Step in the Sales Process - active and pre-loaded archives
Competitor Analysis: In this section of the site you will find a list of competitors, once you select the competitor you will be shown a list of products/services where you compete and once you select that, you will be shown the appropriate competitor analysis.
The CASS utilizes the proprietary "4 box" method developed by Sales Training International specifically for Sales Professionals (rather than business strategy SWOT or Marketing style versions). With this method you will identify areas where your competitor is strong and then work out ways to neutralize them or risk getting the objection they generate.
You will be given support via the Objection Prevention and Response Archive Library (see below). You will then identify areas where you are strong, the competitor is weak and the customer traditionally has needs. These become your Strong Selling Points (see Strong Selling Points below for more information).
This section of the S4 uses the CASS software which is set up so that you can add and edit current content in real-time from any computer connected to the Internet.
Objection Prevention - Response Strategies: In the active area you can input your own strategies for "Preventing" and "Responding" to the objections created by your competitor's strengths.
In the archives, you can select from pre-loaded examples of how to "Prevent" and "Respond" to 85 common objections. Use this information to guide the custom development of your own ways to deal with the objections you get.
Strong Selling Points: These are the Features, Advantages and Benefits (FAB) that are strengths for you as directly compared to each competitor's areas of weakness. These FABs are uncovered while developing the competitor analysis information.
Tactics to Implement Each Step in the Sales Process: This is an archive of ways in which others implement the steps. You can access this area when you are getting blocked, stalled or are otherwise having challenges advancing the sale.
Additional Modules that Can be Incorporated into the S4 - CASS- Bulletin Boards - to post information in a timely matter, request support, make comments, store ideas.
- Product, service and company information pages
- Important links pages
- Customer pages with links to the responsible account mangers
- Site search engine
Custom programming can add other capabilities to meet your specific needs.
Call for details (800) 551-SELL (7355)
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