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Atricle Dump - The Business of Dealing With Your Competition
Last fall I started taking improvisation lessons. I am a somewhat self-conscious introvert, and I wanted to learn how to think faster on my feet, and how to speak up in meetings without feeling a clench in my stomach. I also thought improv techniques would help me work more fluidly with my coaching clients, and that the classes would add some zest to my usual round of activities. The experience has been great.What I didn’t know was:There are rules for improvisation; If
Never bad-mouth your competitor's products, or service. Your prospect will see this as a character flaw on your part and may think of you as resentful and untrustworthy. If you feel the need to bad-mouth your competitor's goods, maybe you feel your products are inferior to theirs, or you lack confidence in yourself as a salesman who can deliver a real service to your customer.
In the above example the competition paved the way for the salesman.
One great service business to be in is the deck cleaning and treating business. It pays well and there are lots of customers too. You can clean and treat decks, fences and even wood home exteriors. There are also Gazebos and other things to clean and treat and you generally will also be asked to clean the driveways with your pressure washer for an added service, which means more money for you. But how do you market your services?Marketing Deck Cleaning and Treating Services to home
Your job is to get your prospect to spend their money on "your proposition" not something else. This could be your toughest competition yet.
Never go into battle without preparing yourself for the fight. As in any war you must analyze your foe and learn as much about them as possible. You'd be foolish to ignore your opposition, or to under-estimate them.
Pre-Approach:
The pre-approach phase of the selling process gives you the opportunity to make sure you have all your bases covered, so you can have a level playing field and all the right conditions for making the sale. Use this time to analyze yourself, your business setup, your selling methods, your products and your target market. It's not enough to just know who your competition is. You must know all about their goods because your prospect sure does.
Note all the strong points of your competitor's products as well as the weak points in comparison to your offer. Write them down. Give credit where credit is do. Capitalize on the strong points of your competitor's goods by making yours even better. Look at their weak points and try to figure out how to improve upon them.
Knowing your competitor's goods will help you avoid mistakes they may be making. You want to be able to meet, or beat your competition at every angle no matter which direction they come from. If your prospect mentions a great asset of your competitor's product, or service, you want to be able to go one better. Here's an example of what I mean:
Mrs. Smith: "I saw an ad by the Jone's Company in The Evening Telegraph. They're cleaning three rooms of carpet for $69."
Salesman: "Yes. Mr. Jone's Company is offering a great deal on carpet cleaning. In deed, you can have three rooms of carpeting cleaned for $69. Our company goes one better than that Mrs. Smith. We will clean three rooms of carpeting for $59.95 and throw in another room free."
"And when it comes to our guarantee we can't be beat. The Jone's Company offers a 50% refund within 30 days if you are not satisfied. We offer you a 100% refund within 30 days if you are not satisfied and all of our employees are licensed and bonded and have been with us for a minimum of 5 years."
Mrs. Smith: "That's the best offer I've received. How soon can you start?"
Salesman: "I can schedule you for today if you'd like Mrs. Smith."
The salesman met and beat every aspect of his competitor's proposition because they did their homework during the pre-approach phase of the selling process.
Now you are under no obligation to point out the good features of your competitor's goods, or service, but it will be an advantage for you in many ways if you've done your homework. It's your opportunity to show your confidence in your own products, or service and to convey your unique selling proposition.
Never bad-mouth your competitor's products, or service. Your prospect will see this as a character flaw on your part and may think of you as resentful and untrustworthy. If you feel the need to bad-mouth your competitor's goods, maybe you feel your products are inferior to theirs, or you lack confidence in yourself as a salesman who can deliver a real service to your customer.
In the above example the competition paved the way for the salesman.
Everyone loses customers: ownership changes, changing business plans, personnel changes and many more! In any given year if you are planning for growth you may grow, or have zero growth, or even shrink but one thing is certain - if you didn't go after new business you will be in a less advantageous position. New customers are your life blood and can be expensive to get. Cold Calling, Advertising Campaigns, and Mailings are expensive and require not only money but many sales hours and
Note all the strong points of your competitor's products as well as the weak points in comparison to your offer. Write them down. Give credit where credit is do. Capitalize on the strong points of your competitor's goods by making yours even better. Look at their weak points and try to figure out how to improve upon them.
Knowing your competitor's goods will help you avoid mistakes they may be making. You want to be able to meet, or beat your competition at every angle no matter which direction they come from. If your prospect mentions a great asset of your competitor's product, or service, you want to be able to go one better. Here's an example of what I mean:
Mrs. Smith: "I saw an ad by the Jone's Company in The Evening Telegraph. They're cleaning three rooms of carpet for $69."
Salesman: "Yes. Mr. Jone's Company is offering a great deal on carpet cleaning. In deed, you can have three rooms of carpeting cleaned for $69. Our company goes one better than that Mrs. Smith. We will clean three rooms of carpeting for $59.95 and throw in another room free."
"And when it comes to our guarantee we can't be beat. The Jone's Company offers a 50% refund within 30 days if you are not satisfied. We offer you a 100% refund within 30 days if you are not satisfied and all of our employees are licensed and bonded and have been with us for a minimum of 5 years."
Mrs. Smith: "That's the best offer I've received. How soon can you start?"
Salesman: "I can schedule you for today if you'd like Mrs. Smith."
The salesman met and beat every aspect of his competitor's proposition because they did their homework during the pre-approach phase of the selling process.
Now you are under no obligation to point out the good features of your competitor's goods, or service, but it will be an advantage for you in many ways if you've done your homework. It's your opportunity to show your confidence in your own products, or service and to convey your unique selling proposition.
Never bad-mouth your competitor's products, or service. Your prospect will see this as a character flaw on your part and may think of you as resentful and untrustworthy. If you feel the need to bad-mouth your competitor's goods, maybe you feel your products are inferior to theirs, or you lack confidence in yourself as a salesman who can deliver a real service to your customer.
In the above example the competition paved the way for the salesman.
Sales promotions are designed to have an immediate impact on sales for a predetermined (and limited) period of time. They are used to increase customer demand by stimulating the marketplace, (examples include: coupons, discounts and sales, contest, rebates, etc.) and can be directed to the end user, sales staff or distributor (for example, retailers).In this article I’ll discuss some of the more common types of consumer and trade (targeted to retailers and wholesalers) promotions…
Mrs. Smith: "I saw an ad by the Jone's Company in The Evening Telegraph. They're cleaning three rooms of carpet for $69."
Salesman: "Yes. Mr. Jone's Company is offering a great deal on carpet cleaning. In deed, you can have three rooms of carpeting cleaned for $69. Our company goes one better than that Mrs. Smith. We will clean three rooms of carpeting for $59.95 and throw in another room free."
"And when it comes to our guarantee we can't be beat. The Jone's Company offers a 50% refund within 30 days if you are not satisfied. We offer you a 100% refund within 30 days if you are not satisfied and all of our employees are licensed and bonded and have been with us for a minimum of 5 years."
Mrs. Smith: "That's the best offer I've received. How soon can you start?"
Salesman: "I can schedule you for today if you'd like Mrs. Smith."
The salesman met and beat every aspect of his competitor's proposition because they did their homework during the pre-approach phase of the selling process.
Now you are under no obligation to point out the good features of your competitor's goods, or service, but it will be an advantage for you in many ways if you've done your homework. It's your opportunity to show your confidence in your own products, or service and to convey your unique selling proposition.
Never bad-mouth your competitor's products, or service. Your prospect will see this as a character flaw on your part and may think of you as resentful and untrustworthy. If you feel the need to bad-mouth your competitor's goods, maybe you feel your products are inferior to theirs, or you lack confidence in yourself as a salesman who can deliver a real service to your customer.
In the above example the competition paved the way for the salesman.
A job interview is all about proving your qualifications and accomplishments to an employer through proper conversation skills. I have compiled a list of job interview tips that will help you to make that impression you’ve always dreamed of. These job interview tips are written in a general sense so they will benefit you no matter what position you are applying for. Many people have trouble with job interviews, but by applying these simple job interview tips, you will find yourself in les
"And when it comes to our guarantee we can't be beat. The Jone's Company offers a 50% refund within 30 days if you are not satisfied. We offer you a 100% refund within 30 days if you are not satisfied and all of our employees are licensed and bonded and have been with us for a minimum of 5 years."
Mrs. Smith: "That's the best offer I've received. How soon can you start?"
Salesman: "I can schedule you for today if you'd like Mrs. Smith."
The salesman met and beat every aspect of his competitor's proposition because they did their homework during the pre-approach phase of the selling process.
Now you are under no obligation to point out the good features of your competitor's goods, or service, but it will be an advantage for you in many ways if you've done your homework. It's your opportunity to show your confidence in your own products, or service and to convey your unique selling proposition.
Never bad-mouth your competitor's products, or service. Your prospect will see this as a character flaw on your part and may think of you as resentful and untrustworthy. If you feel the need to bad-mouth your competitor's goods, maybe you feel your products are inferior to theirs, or you lack confidence in yourself as a salesman who can deliver a real service to your customer.
In the above example the competition paved the way for the salesman.
You've had successful interviews and you are ready to start work. Stop. Before you accept any position, establish an acceptable salary range. You will want to establish yourself toward the upper end of the range with an agreement to add pay for outstanding work at your first review and on annual reviews.1. Do your research. Check the company's web site for similar jobs and ask about their pay ranges. Research salary tables and articles in the Wall Street Journal;
Never bad-mouth your competitor's products, or service. Your prospect will see this as a character flaw on your part and may think of you as resentful and untrustworthy. If you feel the need to bad-mouth your competitor's goods, maybe you feel your products are inferior to theirs, or you lack confidence in yourself as a salesman who can deliver a real service to your customer.
In the above example the competition paved the way for the salesman. His competitor unknowingly left the door wide open. All the salesman had to do was walk in and make the sale.
Stay mindful of the fact that your competition may also be looking at you, so keep re-inventing yourself. Keep polishing your offer and keep a keen eye on your competitors.
Copyright © 2006 Gloria Whitehorn and Dovemang.com-All rights reserved
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