Competitive Selling

Competitive Selling

# of Lessons




Skill Level





Stacia Skinner and Marisa Pensa

Available Captions

Brazilian Portuguese, English, Spanish

Also Included

Handout, Knowledge Check, High-quality HD content in the “Uniquely Engaging™” Bigger Brains Teacher-Learner style! 

Proactive calling in a reactive world


This course is about the toughness and edge you need to be successful in the highly competitive world of professional sales. But it doesn’t just give you theories … it gives you tried and true techniques to be a proactive caller, in very practical terms. Teachers Stacia Skinner and Marisa Pensa are the authors of a book by the same name, and this course introduces you to the most important concepts of their Competitive Selling program.


Topics covered include:

  • Starting high in an organization
  • Designing a calling roadmap that keeps you focused on the objective of the call
  • Leaving intriguing voicemails that get you a call back
  • Gaining a critical “Next Set Time”
  • Implementing a weekly system that helps you narrow in on five active opportunities and track Key Performance Indicators

If you ever struggle with the actual words to say when you are prospecting, Competitive Selling will give you a solid foundation in the words to say and how to approach the call with confidence. Selling is filled with rejection, but if you expect the No’s—and even welcome hearing them—you can stay in control and turn around even the toughest potential clients. The louder the environment is for prospects and customers, the more highly skilled you need to be at quickly capturing their attention and following a set roadmap to the close of the sale. Prospecting for new business is not glamorous, but if you have a solid plan and the drive to follow through on your goals, you will be successful. By the end of this course, you will be able to beat the competition by practicing competitive selling. High-quality HD content in the “Uniquely Engaging™” Bigger Brains Teacher-Learner style!

Course Contents:

# Lesson Length
1 Introduction 2:08
2 The Ratio Game 5:15
3 Consultative vs. Competitive Selling 6:03
4 Why Should You Prospect? 5:22
5 Smokin’ Too Much Hopium 7:51
6 Fighting for an NST 7:29
7 Four Levels of a Sales Relationship 6:35
8 Starting High 6:59
9 Building Your Calling Roadmap 9:00
10 Here Come the No’s!, Part 1 7:51
11 Here Come the No’s!, Part 2 8:17
12 Getting in Touch 8:57
13 Alternative Approaches 8:29
14 Measuring Success 9:03
15 Staying on T.R.A.C.K. 10:37

Related Course Recommendations:

Brain Bites: Writing Effective Emails
Marketing 101 - The Top 5 Marketing Mistakes
Sales 101: Appointment Making

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