sales management trainin

Accounting for the competitors are great opportunities for you. Sorry, you either have to block itself provided that the customer is completely satisfied, or if you are a bit aggressive, you put them on the defensive as touting how much better you are. Both avoided and the installation will destroy this great opportunity for you.

Expression of the competitors were really attractive, because, first, you know that they buy your type of services, ie they are highly qualified, and both are the customers who are always looking for something better, which I assume you have, and thirdly, your competitors are at risk.

Let us vulnerable aspect. Problems arise, always with a supplier or service provider, whoever it is, and it makes them vulnerable. Other hand, customers do not look no further change for many reasons. It is the inertia factor - the devil we know is better than the devil we know. The cost / effort is to find an alternative to detection - alerts, reviews, training, start-up, etc. The problem can not be too large relative to other priorities. The incumbent can work to solve the problem. Policy and the hierarchy of users, slightly cautious about switching.

There is therefore the best strategy from business customers to a competitor grip you as number two. Then there are always problems with the incumbents, making it easy for you to change customers from competitors. Get known. Display knowledgeable and honest, but not the ambition to replace the incumbent. You must give them the feeling no pressure and probably the meeting with you. Then when problems arise, you must have already qualified and just call. It is then a rapid and less risky to switch horses.

However, you must respond to the leader of the profit center and white. Subordinate would not change it because of the consequences of their superiors and other employees fear. But when the top people are known and have built up credibility, the wheels are greased.

Customers to competitors are ready for you. There are new projects just around the corner. Times and people change, and there is always room for two or more suppliers. But for the next line of the call, you must first positioning process now. Otherwise, if there is time for a change, or other, they call all the competitors. Get known and approved by management as the best alternative suppliers and within 6 weeks, you get a call, to prove it.

Common situation

They say that they really like the dominant

Your competitors sell much on this account. Your main contact is very hot, but lets you know he / she is very pleased with your competitors. Therefore, assuming that all of you, even the powerful, the love and will never change.

Resulting problems

You never penetrates, and then realize another competitor

You do not have great potential for penetration, because you listen to a few - usually the competition sponsors. There are always problems with the established players. If no one presents himself as a simple alternative or second source, because of the sticks, which they happened to something big. Thereafter, each competitor to be called, and you are considered to be one-of-pile.

Check Yourself

Score: 4 = always, 3 = often, 2 = Generally, 1 = sometimes, 0 = never.

1. Do you put competitors if you are talking to their customers? ____

2nd Avoid accounts with competitors? ____

3rd Ask your customers to competitors, what they want on their responsibilities? ____

4th Did you ask what will not be respected? ____

5. Did you interview at least 4 people on the basis of a competitor? ______

Scoring: 3 + 4 + 5 - (1 + 2) =?

9 is good, less than 9 means that you are working on this revenue opportunity

And now I invite you to learn more.