Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it’s best to know all you can about them, respect ’em, and always carry a snake bite kit with you – just in case.
Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide.
Are you in the field or do you lead the field? Your innovative proactive actions will determine your fate. And your field position. Be first.
Companies which don’t understand their competitive advantage say things like, “Our product is better quality,” or “Our service is better.” You have to define quality or show how your service differs from the competition.
If you’ve just been handed a list of leads for the year, you probably can’t wait to get out there and start pitching your service. Before you rush to get in front of a prospect, consider the advice of Richard Ruff, co-founder of Sales Horizon, who writes for SalesTrainingConnection.
It’s important to find out exactly what’s going on behind closed doors at the account. Then, use the strategy suggested by Victor Cheng to save the sale.
“…in a recession ‘value’ takes on a different meaning in the eyes of the client,” writes sales consultant Paul Collins in a recent article for Rain Today. Collins presents eight tips to boost your business’s value during this rough economic time.