Course Outline

Module 1: Fundamentals of Competitive Selling

• What makes markets competitive

• Building a competitive mindset

• Role of competitive intelligence in sales

• Case Study: Apple vs. Samsung competitive positioning

Module 2: Gathering & Analyzing Competitive Intelligence

• Sources of competitor information

• Analyzing competitor strengths and weaknesses

• Ethical boundaries in intelligence gathering

• Real-Life Project: Build a competitor profile

Module 3: Differentiation & Value Positioning

• Crafting a compelling unique value proposition (UVP)

• Linking differentiation to customer needs

• Avoiding “feature wars” with competitors

• Case Study: Tesla’s differentiation strategy in automotive

Module 4: Competitive Sales Tactics & Objection Handling

• Handling competitor-based objections

• Building confidence in head-to-head comparisons

• Tactical plays to win against established players

• Real-Life Project: Competitive objection role-play

Module 5: Building a Competitive Sales Playbook

• Documenting competitive battle cards

• Aligning sales, marketing, and product teams

• Creating dynamic playbooks for sales reps

• Case Study: Competitive playbooks in SaaS industry