In today’s age, salespersons need more and more skill in Competetive Selling. Buyers discover their needs online and in a self-determined manner. With this increasingly transparent access to information, the comparison with the competition is also growing. At the time of contacting a salesperson, it is initially unclear where the potential customer currently stands. The salesperson could be first point of contact or cannon fodder. In this workshop, techniques are taught on how to develop and secure the “pole position”.