What is Competitive Selling? Blog Feature
Steve Bookbinder

By: Steve Bookbinder on February 12th, 2013

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What is Competitive Selling?

sales | selling | Sales Training | team | competitive | strategy | deal | Sales Tips

By Steve BookBinder


There is a difference between playing a game and playing to win. It’s not simply about wanting to win…it is about playing every move of the game in a way that increases your odds of winning. In order to see the moves and the optimal choices you should make, you must train your mind to be strategic about the overall plan and tactical about the execution of each step.

How do you get there? Training! Having trained more than 35,000 sellers in companies and industries all over the globe, we've seen that almost all of them know the rules of the game of sales but only about 10% are playing to win.

The best competitors train the best. For competitive sellers, training is part of their never ending pursuit of an increased income and an improved lifestyle.

The best training focuses on the 3 things that affect a seller’s income and lifestyle:

  1. The people a seller meets with in person, on the phone and by email.
  2. The words that come out of the seller’s mouths in important meetings.
  3. The way a seller manages their time.

Pay attention to those 3 and you will win more than you lose.  Normally, folks in training and sales management think they are insulting their people when they insist on “advanced” sales training. Training should not be ranked as either basic or advanced.  Rather, it should be viewed as helpful or not to a person engaged in a competitive sport.  Diving below the basics is the key to gaining the insights needed to outcompete other players in the field.


About Steve Bookbinder

Steve Bookbinder is the CEO and sales expert at DMTraining. He has delivered more than 5,000 workshops and speeches to clients all over the world and has trained, coached, and managed more than 50,000 salespeople and managers. Steve continuously refreshes his training content to reflect his latest first-hand observations of salespeople across industries and regions. Through him, participants in his workshops and coaching sessions learn the best practices of today’s most successful sellers and managers across industries. Steve understands that sales is a competitive game. To outperform competitors and our own personal best results, we need to out-prospect, out-qualify, out-present and out-negotiate everyone else, not merely know how to sell. Through his specialty programs in Pipeline Management, Personal Marketing, Great First Meetings, 2nd-level Questioning, Sales Negotiating, and Sales Coaching, Steve trains sales teams to master the skills they need to overcome the challenges they face in today’s world… and keep improving results year over year.

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