subject: Selling Against The Competition - How to beat your biggest competitor in Sales [print this page] Selling Against The Competition - How to beat your biggest competitor in Sales
Selling against the Competition:
If I told you that I had special powers and that I could tell you who your biggest competitor is would you believe me?
It's true. I can do it. I may not agree with the answer you give but I will definitely get the answer right.
Do you want to test me out?
In any business, in any industry, in any situation, I have never, ever failed to correctly magically demonstrate the biggest competitor. I will now do the same with you!
Write in the space below who you believe your biggest competitor to be:
My biggest competitor is:
Feeling confident?
Ok, let me put you out of your misery. Your biggest competitor is:
INDIFFERENCE
That's right. Your biggest competitor and the single biggest reason you will lose business is indifference. This might be:
Indifference about changing supplier
Indifference about making a decision
Indifference about implementation
Indifference about the work involved around making your service work
Indifference about the change needed to make things happen
Indifference about the value your service adds
Indifference about the return on investment
Indifference about you personally
Indifference about your company
Indifference about taking a risk
Indifference about .
Indifference is like an inertia that holds people back. It takes a lot of momentum to get them to break free from their inertia.
One of the reasons you may be stuck in sales is because of lack of inertia - not because of not having enough skill at overcoming sales objections.
Think of your sales interactions as overcoming inertia. There is always going to be inertia providing very plausible reasons why the other person does not take action. You must recognise this and develop your sales system to be so compelling, so high in value that it makes sense for the other person to exert the effort necessary to break free from their inertia.
The single biggest reason why you lose business is because:
