Module - Beating Competition

We can ‘beat’ competition in two ways.

At a strategic level, we could target those prospects where there is little competition.  We could go into divisions and departments where the incumbent supplier has little presence.  Or we could pick up a number of small sales, too small for the big player to worry about until we have a proper foothold.

Or best of all, the competitor is selling their product while we are selling the concept that we should be the supplier of choice – the Preferred Supplier

At a tactical level, when we are head to head in a live opportunity, we beat competition by getting to grips with reality.

The reality is that we probably will not be in the room when the decision is made.  And the decision will be made by some sort of committee or group with participants of varying power.

So, how do we beat competition?  We had better have someone in that room, with sufficient power, advocating our case.

That does not happen by accident.  We need to ‘recruit’ and ‘train’ someone with enough power to fight our corner.

In this module we explore how we can identify and train a sufficiently influential Internal Salesperson to be articulate in our strengths.

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