Half-Day Competitive Sales — Sharper Positioning, Better Objection Handling, More Deals Won
This focused half-day session gives your sales team the competitive positioning frameworks and objection-handling language to win more deals when prospects compare them directly against rivals.
Delivered in-house at your site, tailored to your organisation and sector. Immediately applicable from the very next working day.
Want to discuss whether this workshop fits your organisation? Email training@elevateimpacttraining.com
Winning the Comparison Takes More Than a Lower Price
When a prospect is comparing suppliers, the salesperson's response to a competitor mention can decide the deal. Without a method, the default is to defend, discount or criticise the competition.
This half-day workshop gives sales teams a positioning framework and objection-handling language they can practise in role-play and use in live deals straight away.
Half-Day Skills Injection vs Full-Day Immersive Programme
Both formats deliver real competitive selling capability. The difference is depth, practice time and how thoroughly you need to embed the behavioural change.
| Half-Day Session | Full-Day Programme | |
|---|---|---|
| Positioning | Focused competitive selling skills injection — fast, high impact, immediate application | Deep competitive sales capability programme — frameworks, practice, live scenarios and strategic planning |
| Duration | 3–3.5 hours | 6–7 hours |
| Best For | Sales teams who need sharper competitive language and better objection handling immediately | Organisations investing in sustained competitive sales performance with deeper strategy development |
| Learning Depth | Core competitive positioning and objection-handling frameworks — ready to apply immediately | Full competitive strategy, intelligence gathering, differentiation, value selling and deal-level application |
| Activities | 1–2 focused competitive role-plays and competitive scenario analysis | Multiple role-plays, competitive deal mapping, stakeholder positioning and action planning |
| Investment | Lower — easier to schedule around sales activity | Premium — stronger ROI through deeper strategy and embedded competitive selling capability |
Not sure which format is right? Speak to our training specialist on 07544 534759.
What Delegates Gain From This Workshop
Articulate genuine competitive differentiators in the buyer's language — shifting evaluation criteria in their favour
Respond to competitor mentions with composure — structured, credible responses that advance the sale
Handle the most common competitive objections with language that opens the conversation rather than closing it down
Reframe price comparisons — moving from "how much does it cost?" to "what is the cost of not solving this problem?"
Adapt communication style to different buyer personalities and competitive situations
Leave with competitive positioning language and objection responses ready to use immediately
By the End of This Session, Delegates Will Be Able To
- Build a competitive positioning framework for their organisation
- Respond to competitor comparisons with composure and structured, credible answers
- Handle the most common competitive objections with language that opens the conversation
- Reframe price comparisons by moving from cost to the cost of not solving the problem
- Leave with a personal competitive action plan for their most active contested deals
Half-Day Competitive Sales Workshop Programme
Delegates build a competitive positioning framework for their organisation, develop structured responses to the most common competitor comparisons, and practise competitive objection-handling techniques through live role-play exercises.
Delegates develop value-led selling techniques to reframe price comparisons, build the business case for change using the buyer's own goals, and close with a personal competitive action plan for their most active contested deals.
Designed For Sales Professionals Operating in Competitive Markets
Suitable for any sales professional, account manager or business development manager who regularly encounters competitor comparisons, deals with price pressure or operates in markets where more than one credible supplier is competing for the same business.
Want this built around your specific competitors? Email training@elevateimpacttraining.com
Flexible Delivery — Wherever You Are
Every workshop is designed around your organisation — built around your specific competitors, your market and the real objections your team faces. Delivered in-house at your workplace or virtually, available across England, Scotland, Wales, Northern Ireland and Europe.
Face-to-Face
Delivered at your workplace — built around your competitors, your market and your team
Virtual
Delivered via Microsoft Teams or Zoom — same quality, full interaction and live competitive role-play
Bespoke
Content built around your specific competitors, market and the objections your team faces
Half-Day Competitive Sales Training Wherever Your Organisation Needs It
Every workshop is delivered entirely in-house — at your site or virtually. We do not run public courses. We deliver face-to-face across England, Scotland, Wales, Northern Ireland and Europe, including London, Manchester, Birmingham, Leeds, Edinburgh, Cardiff and Belfast, and virtually via Microsoft Teams or Zoom to teams anywhere.
To discuss in-house half-day competitive sales training for your team, call 07544 534759 or email training@elevateimpacttraining.com