Competitors: Objectivity, Professionalism, and Synergy
The business landscape is often viewed as a battlefield where competitors fight tooth and nail for market share. However, smart sales professionals know that competitors can sometimes become valuable collaborators. In this blog post, we'll explore how a deep understanding of your product and your competitor's offerings can turn rivalry into partnership and help secure client trust.
Know Thy Product, Know Thy Competitor:
Being objective is vital for a salesperson, but true objectivity can only be achieved with a thorough understanding of both your product and that of your competitors. When a client brings up a comparison during a sales presentation, seize the opportunity to address it head-on. Sometimes, highlighting a competitor's strengths can enhance your credibility and even help you explain key features of your own product better.
"Competition is always a good thing. It forces us to do our best." - Nancy Pearcy, author and cultural critic.
Quick Hint:
Prepare a comparison chart or table showing the features, advantages, and limitations of both your product and your competitors. Make sure to keep it factual and up-to-date.
The Power of Professionalism:
Your approach towards competitors can say a lot about your level of professionalism. The traditional approach of bashing competitors often backfires. Instead, taking the high road by being knowledgeable and offering an objective analysis can deeply differentiate you in the eyes of your clients.
"Your competition is not other people but the time you kill, the ill will you create, the knowledge you neglect to learn..." - Carlos Slim Helu, businessman.
Quick Hint:
You don't have to endorse your competitors; you just have to be fair. A client is far more likely to trust an advisor who shows understanding and objectivity than a salesperson who disparages their competition.
领英推荐
Summary:
The world of sales isn't just black and white; there's a whole spectrum of opportunities where competitors can turn into collaborators. By deepening your understanding of your own product and that of your competitors, you place yourself in a unique position of objectivity and professionalism. This not only builds credibility and trust with your clients but also opens up avenues for collaboration, where everyone stands to gain.
Previous Articles: