Assess your Competitors and Win

 

 

 

Question: How Do I Assess My Competitors and Position my Company to Win?

 

Answer:  At some point during a TOP Line Account™ sales process the situation will be extremely competitive. (read more)

 

 

Answer:  At some point during a TOP Line Account™ sales process the situation will be extremely competitive.  The stakes are just too high and competitors seem to emerge out of the woodwork. To translate your analysis into actions, apply the thought process below:
• Anticipate key competitor’s actions
• Develop tactics to block competitor’s initiatives
• Consider tactics to seed land mines for competitors
• Think through pre-emptive strike opportunities

 

When it comes to developing a competitive strategy, I usually recommend:
• Get in early to help shape the customer’s buying criteria; you can do this by introducing fresh ideas which can serve to initiate a sales process.
• Seek out questions, concerns and perceived risks early and address these completely so they don’t come up later in the sales cycle.
• Focus most of your time on your customer’s problems and opportunities (versus focusing on your competition).
• Clearly understand how your customer will measure impact and value.
• If possible, design a solution that locks out the competition.
• Best to convey your strengths versus attacking the competitor’s weaknesses.
• Rise above the competition with your knowledge of the client’s business and industry and your knowledge of your company’s resources, products and services.
• Ask what will make your decision-maker successful; what is their core motivation?

 

 

 

Subscribe
Comments: 12 (Discussion closed)
  • #1

    Major Duhart (Tuesday, 31 January 2017 19:29)


    This paragraph is actually a good one it assists new web viewers, who are wishing for blogging.

  • #2

    Emelina Willmore (Wednesday, 01 February 2017)


    I am really loving the theme/design of your website. Do you ever run into any web browser compatibility issues? A couple of my blog visitors have complained about my website not operating correctly in Explorer but looks great in Safari. Do you have any advice to help fix this problem?

  • #3

    Willette Lemaster (Friday, 03 February 2017 02:30)


    Thanks for sharing your thoughts about %meta_keyword%. Regards

  • #4

    Timmy Ek (Friday, 03 February 2017 10:59)


    Hi there, its pleasant paragraph on the topic of media print, we all understand media is a fantastic source of data.

  • #5

    Elly Galicia (Friday, 03 February 2017 18:26)


    whoah this weblog is great i like studying your posts. Stay up the good work! You realize, many persons are hunting round for this information, you can aid them greatly.

  • #6

    Garnet Packard (Saturday, 04 February 2017 01:28)


    I seriously love your site.. Very nice colors & theme. Did you build this web site yourself? Please reply back as I'm planning to create my very own site and would love to know where you got this from or what the theme is named. Many thanks!

  • #7

    Dan Killeen (Saturday, 04 February 2017 11:48)


    fantastic submit, very informative. I wonder why the opposite experts of this sector don't notice this. You should proceed your writing. I am confident, you've a great readers' base already!

  • #8

    Lloyd Volk (Saturday, 04 February 2017 20:34)


    Magnificent beat ! I would like to apprentice whilst you amend your website, how can i subscribe for a weblog site? The account aided me a appropriate deal. I have been tiny bit familiar of this your broadcast offered brilliant clear concept

  • #9

    Johnathan Maggio (Sunday, 05 February 2017 03:03)


    Its like you read my mind! You seem to know a lot about this, like you wrote the book in it or something. I think that you can do with some pics to drive the message home a little bit, but instead of that, this is excellent blog. A fantastic read. I will certainly be back.

  • #10

    Cornelia Porco (Sunday, 05 February 2017 12:05)


    Everything is very open with a clear clarification of the issues. It was definitely informative. Your website is extremely helpful. Many thanks for sharing!

  • #11

    Evangelina Bode (Monday, 06 February 2017 16:31)


    Hi there very cool blog!! Man .. Beautiful .. Superb .. I will bookmark your site and take the feeds additionally? I'm happy to find numerous useful info here within the publish, we'd like develop extra techniques in this regard, thanks for sharing. . . . . .

  • #12

    Elizabet Luoma (Monday, 06 February 2017 18:01)


    Every weekend i used to pay a quick visit this web page, for the reason that i wish for enjoyment, as this this site conations genuinely good funny data too.