competition | positioning against competition
Whatever you’re selling, you’ve got competition. Somebody besides you is selling to your clients and customers on a regular basis. Assume that it’s a zero sum game, which means that if someone is getting “more”, then someone else is getting “less.” While we can’t control all of the factors involved in making a sale, we can certainly address the person we see in the mirror each morning. Taking stock of our own inventory of skills and attributes is what’s at stake here. Be as objective and honest about where you stand and what you can do in each of the following four areas. Setting realistic and achievable expectations is key! Chances are that you’re not going to be able to change what you’re selling, or how much you can charge for it. We need to turn the camera inward as well as outward for this exercise to make a meaningful difference in how we perform. 1. What should you be doing much better than your competitors?
