Скачать или смотреть Sales Tip 9: Competitor analysis

As a professional salesperson you need to learn as much as you can about your competitors. You need to do basic desk research such as using the internet, interview colleagues, literature, trade shows, annual reports and advertising placements to get a profile of your competition.

More important is to speak with prospective customers about competitors and ask questions like. 1. What do you like about working with them, 2. What would make you change, 3. how do we compare, 4. What is their approach .

It is important not to openly criticize a competitor as this will reflect badly on you. With good competitive data you can develop a competitive strategy that will enable you to sell more effectively.

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