Three Areas of Sales to Know – Number Two
When I first started in business I did not look forward to sales at all – I thought sales meant you had to “sell” something to someone. When in actuality it is simply educating someone about a product or service that they didn’t have sufficient if any information on. Once a client understood how this wonderful product or service would benefit them, then they would either choose to use it or not. There are areas of knowledge that make this transition of education easier.
Here is the Second of Three Areas to Know:
Know Your Competition
You should know your main competitor’s strengths and weaknesses. Find out everything you can about what your competitor does. Why do people buy from them? Do they do things differently than you? Find out what those differences might be. Never cut down a competitor in front of a client, but instead, use what you know about the competitor to put your solutions in the most attractive light.
The first place to go to research competition is the internet. Visit their website and analyze everything about them — from their board of directors to old and new press releases. Is there any information you can use there? As with the first installment, if possible, talk to current or past clients or vendors about what they do right or what they do wrong. Find out why customers stay with them and why they leave. If feasible, purchase their product or service, how does it benefit the customers?
Make a list of three competitors and three items from each worth knowing.
You’d be surprised at how often you can turn a deal in your favor because you took the time to research them. Knowledge is power.
Stay tuned for the third Area to Know in my next post.
APR
