DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
Competition, love it or hate it, is an essential part of being in sales. Whether you’re dealing with internal competition from fellow sales reps or an external threat from competitor companies in your industry, competition drives us to be the best we can be. But when it comes to winning new business and increasing market share, what are you doing to differentiate yourself from the competition? If you’re not already testing new and different strategies or tactics, here are 5 ideas to consider as you position yourself against the competition.
Maybe I can’t run as fast as Usain Bolt or swim faster than Michael Phelps, but I can be a better salesperson than I am.
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?