Selling, Sales Competition, The Sales Evangelist

TSE 121: Know Your Competition Make More Sales

Selling, Sales Competition, The Sales Evangelist Are you ready to rumble?

This is no Mayweather v.s. Pacquiao match, but I will show you the right jabs and punches to help achieve your sale goals. In this episode, we’re going to focus on COMPETITION, which is a key aspect in sales. Don’t fight ’em or hate ’em. It’s a matter of understanding them.

WHY you need to UNDERSTAND your competition:

  • Competition drives innovation
  • You have to understand WHAT makes you different

HOW to make the RIGHT punches:

  1. Say something nice about your competition
  2. Talk about what is your key differentiator
  3. Translate it to their business
  • Know where you are different and where you can help
  • Understand the competitor’s business model and how you differentiate from them
  • What more can you offer that your competitor can’t?

HOW to understand your competitors:

  • Go to their website
  • Look at case studies and understand what they’re doing
  • Write down some questions you can ask every time you come across one of their customers. (Ex. Ask why they selected “xyz” vendor.)
  • Look at their pricing model (do they have annual cost or one time contracts etc)
  • Find out their key differentiators
  • Learn about the owner of the company
  • Learn about their social media activity
  • Study their financial report (if public)

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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