Coaching Finelis n°5

Know the four types of competition

Develop an effective business strategy by understanding your competitors and the decisions of your prospects

This coaching focuses on identifying and understanding the four types of competition you may face during a sale: the cheaper competitor, relying on internal resources, allocating the budget to other objectives, or inaction. By understanding these types of competition, you can tailor your strategy to maximize your chances of success.

Coaching objectives

  • Identify the four types of competition.
  • Understand the motivations behind each type of competition.
  • Develop strategies to counter each type of competition.
  • Improve the effectiveness of your sales efforts and increase your conversion rates.

Coaching Program

List of modules with objectives and expected outcomes

1

Module 1: Introduction to Types of Competition.

Objectives:

Understand the four types of competition and their impact on the sales process.

Expected outcomes:

Knowledge of basic concepts and the ability to identify each type of competition.

Module 2: Analysis of Competition with Cheaper Competitors

Objectives:

Identify and analyze competitors offering cheaper alternatives.

Expected outcomes:

Strategies to demonstrate the value and benefits of your offer in the face of lower prices.

2
3

Module 3: Understanding the Use of Internal Resources

Objectives:

Analyze situations where prospects prefer to use their internal resources.

Expected outcomes:

Strategies to demonstrate the added value of your solution compared to internal resources.

Module 4: Allocation of Budget to Other Objectives

Objectives:

Understand why a prospect might allocate their budget to other priorities.

Expected outcomes:

Techniques to align your solution with the prospect’s priority objectives.

4
5

Module 5: Managing Prospect Inaction

Objectives:

Identify the reasons why a prospect might decide to take no action.

Expected outcomes:

Strategies to motivate the prospect to take action and adopt your solution.

Module 6: Developing an Overall Strategy

Objectives:

Integrate knowledge of the four types of competition to develop a coherent sales strategy.

Expected outcomes:

Detailed action plan for managing competition in various sales scenarios.

6
7

Module 7: Practical Applications and Case Studies

Objectives:

Apply the strategies learned to real-life situations.

Expected outcomes:

Real case analyses and feedback on the application of strategies.

Support from an expert coach in strategic sales

Each participant in the “Know the Four Types of Competition” coaching program will benefit from personalized support from an expert coach in strategic sales. This support is designed to offer continuous and personalized assistance throughout the program, ensuring that each participant gains the maximum benefit from the coaching.

Personalized Support:

Each participant will be assigned a dedicated coach who will guide them throughout the program. The coach will be available to answer questions, provide constructive feedback, and help overcome specific challenges faced by the participant.

Individual Coaching Sessions:

One-on-one coaching sessions will be held regularly to discuss progress, goals, and personalized strategies. These sessions will allow the coaching content to be tailored to the specific needs of each participant.

Discussion Groups and Interactive Workshops:

In addition to individual sessions, participants can join discussion groups and interactive workshops to exchange ideas, share experiences, and learn from each other. These group sessions will promote collaborative learning and the practical application of the concepts taught.

Methodology Used During the Coaching:

The methodology used in this coaching program relies on a combination of theoretical and practical approaches, aimed at ensuring a deep understanding and effective application of strategic sales concepts.

Theoretical Approach:

  • Structured Courses: The training modules are designed to provide a solid theoretical foundation. Each module is structured to present key concepts in a clear and concise manner.
  • Educational Materials: Detailed course materials, case studies, recommended readings, and explanatory videos will be provided to deepen the understanding of the concepts.

Practical Approach:

  • Practical Workshops: Interactive workshops will be organized to allow participants to practice the concepts learned. These workshops will include exercises, sales simulations, and role-playing.
  • Real Projects: Participants will work on real projects or scenarios based on actual sales situations. This will allow them to apply sales techniques in a practical context and receive constructive feedback from the coaches.
  • Case Studies: Real case studies will be analyzed to illustrate the application of strategic sales concepts in different contexts and industries.

Evaluation and Feedback:

  • Regular Evaluations: Regular evaluations will be conducted to measure participants’ progress. These evaluations will include knowledge tests, practical exercises, and performance assessments.
  • Continuous Feedback: Participants will receive ongoing feedback from their coaches to help them identify their strengths and areas for improvement. The feedback will focus on individual performance and progress.

Post-Coaching Follow-Up:

  • Continuous Support: After the coaching program ends, participants will benefit from ongoing support to help them apply the skills acquired in their work environment. This support may include follow-up sessions, consultations, and additional resources.
  • Peer Network: Participants will be part of a network of peers and coaches, allowing them to continue exchanging ideas, best practices, and professional opportunities.

This integrated and comprehensive approach ensures that participants not only gain a theoretical understanding of strategic sales concepts but also develop the practical skills needed to effectively apply them in their careers.

Deliverables

What Participants Will Have Created by the End of the Coaching?

At the end of the “Know the Four Types of Competition” coaching program, participants will have developed and created several tangible and useful deliverables that will demonstrate their understanding and ability to apply strategic sales concepts. These deliverables will be concrete tools they can use in their daily work to improve their sales performance.

What Participants Will Have Created by the End of the Coaching:

  • A Strategic Plan for Each Type of Competition: Tailored strategies to address and overcome each of the four types of competition.
  • A Detailed Competitor and Internal Alternatives Analysis: In-depth reports analyzing direct competitors and internal alternatives that may pose challenges in the sales process.
  • A Set of Tools and Techniques for Effectively Managing the Four Types of Competition: Practical tools and methods that can be applied to real sales scenarios.

Examples of Specific Coaching Deliverables:

  • Competitor Analysis Matrices: Visual tools for comparing and contrasting the strengths, weaknesses, opportunities, and threats posed by competitors.
  • Strategic Analysis Reports: Comprehensive documents outlining strategic insights and action plans for dealing with different competitive scenarios.
  • Specific Action Plans for Each Type of Competition: Clear, actionable steps to manage and overcome challenges posed by various competitive forces.

These deliverables will allow participants to demonstrate their expertise in strategic sales and provide them with concrete tools to enhance their performance and achieve their sales goals. By working on these deliverables, participants will directly apply theoretical concepts in practical contexts, thereby reinforcing their learning and building confidence in their skills.

 

Practical Information

Coaching Duration

3 weeks, with two (2) 45-minute sessions and one (1) 30-minute debriefing and feedback session.

The full format of each program (session 1 – 45 min, session 2 – 45 min, session 3 – 30 min feedback & debrief) is perfectly suited for executives, sales, and marketing managers to accelerate their sales and help them make the best decisions.

We can organize group sessions but limit them to 5 people for maximum efficiency and interactivity.

Practical Information

Coaching Cost

This program can be launched during both peak activity periods and slower times, including the summer.

This individual format can therefore be applied to anyone, regardless of their role, including departments outside of Sales and Marketing.

Cost: €800 per participant, with financing options available if needed.

For a single coaching session (first session without a long-term commitment), the price is €300 excluding VAT. Book your session via this link: Book Your Session.

 

FAQ on the Coaching Process

Chaque session de coaching se compose d’une partie théorique où les concepts are explained in detail, followed by a practical part with exercises and simulations. Participants can ask questions and receive real-time feedback.

There are no formal prerequisites for this coaching. However, prior experience in sales or business management is a plus.

All sessions are recorded and made available to participants. If you miss a session, you can watch it later at your convenience.

Yes, each participant will receive detailed course materials, case studies, explanatory videos, and practical tools to use during and after the coaching.

In addition to the coaching sessions, participants have access to online discussion forums, additional resources, and Q&A sessions with the coaches.

You can register online via our website or by contacting our team via email or phone. Once your registration is confirmed, you will receive all the necessary information to start the program.

We offer a 14-day trial period. If, for any reason, you are not satisfied with the coaching, you can cancel your registration and receive a full refund within this period.

Yes, we strive to make our training accessible to everyone. Please contact us to discuss your specific needs so we can tailor the program accordingly.

 

This coaching will provide you with lasting skills in strategic sales, significantly enhancing your effectiveness and performance. You will also benefit from an extensive professional network and ongoing resources to support your professional development.

This practical information will help you plan and prepare for your participation in the coaching, ensuring you have all the resources and support needed to succeed.

Coaches and Speakers

Jean-Charles Spanelis, Expert in Sales Strategy

Jean-Charles Spanelis

Jean-Charles Spanelis has over 20 years of experience in strategic sales. Having held executive positions in several renowned companies, he has developed extensive expertise in sales management, business development, and negotiation. Jean-Charles is known for his ability to design and implement complex sales strategies tailored to both B2B and B2C environments.

Education:

EDHEC Business School, Major in Market Finance (Alumni Class of 2001)

Experience:

  • Consultant, Entrepreneur, and Coach in Operational Sales Strategy (2021-Present)
  • Director of Sales for Risk and GRC Software (2016-2020)
  • Director of Sales for Portfolio Management Software and Fintechs/Regtechs (2007-2015)

Skills:

Sales Strategy, Finance & Technology Expertise, Advanced Negotiation, Customer Relationship Management, Sales Coaching, Consulting, and Project Support.

LinkedIn Profile

Bonuses and Resources

Additional Resources Provided

  1. Access to Exclusive Resource Library:

    • E-books and Practical Guides: Access to a collection of guides and e-books on best sales practices, negotiation techniques, and customer relationship management.
    • Real Case Studies: Detailed analyses of successful strategic sales cases, allowing participants to understand and apply proven strategies.
    • Templates and Models: Customizable sales scripts, prospecting plans, presentations, and performance reports for direct application in your work.

    Live Masterclasses with Experts:

    • Masterclass Sessions: Participate in live sessions with renowned industry experts covering advanced topics in strategic sales and sharing valuable insights.
    • Q&A Sessions: Opportunities to ask questions and receive detailed answers from experts during masterclass sessions.

    Monthly Webinars:

    • Thematic Webinars: Access to monthly webinars on specific topics related to strategic sales, negotiation, and customer relationship management.
    • Available Replays: If you miss a webinar, replays are available for anytime consultation.

    Access to Online Community:

    • Discussion Forum: Join an active community of participants and alumni to exchange ideas, share experiences, and ask questions.
    • Collaborative Work Groups: Participate in workgroups to collaborate on projects and assist each other in applying learned concepts.

    Professional Tools and Software:

    • CRM Tools Access: Use leading CRM software for managing customer relationships and optimizing sales processes.
    • Prospecting and Automation Tools: Access tools for sales prospecting and automation to enhance efficiency and productivity.

    Personalized Post-Coaching Follow-Up:

    • Follow-Up Sessions: Sessions with coaches to evaluate post-coaching progress and adjust strategies according to evolving needs.
    • Individual Consultations: Additional consultations with coaches for personalized advice and ongoing support.

Registration

Successful Sales Department
  1. Registration Process:

    1. Fill Out the Registration Form: Complete the online form with your personal and professional information.

    2. Registration Confirmation: You will receive a confirmation email with program details and payment instructions.

    3. Payment: Make the payment according to your chosen option (installment payment available).

    4. Orientation Session: Participate in the orientation session to meet the coaches and other participants, and get a detailed introduction to the program.

    5. Start Coaching: Begin your coaching journey with the first online session, followed by workshops and individual coaching sessions.

Upcoming Session and Key Dates

Upcoming Session:

  • Start Date: July 15, 2024
  • End Date: September 6, 2024

Key Dates:

  • Registration Deadline: July 8, 2024
  • Orientation Session: July 10, 2024
  • First Live Webinar: July 17, 2024

Future Session Schedule:

  • Fall Session:

    • Start Date: October 1, 2024
    • End Date: November 22, 2024
    • Registration Deadline: September 24, 2024
  • Winter Session:

    • Start Date: January 5, 2025
    • End Date: February 27, 2025
    • Registration Deadline: December 29, 2024.
 

References

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