Rocket Fuel: Don't fixate on the competition
This week's tip is “don't fixate on the competition”, and the reason that I wanted to do this is that I’ve been having some conversations with some salespeople in training recently about how they let the competition get up inside their heads.
Hi, everybody, Julie here, The Sales Ace, bringing you a sales tip to help skyrocket your business.
This week's tip is “don't fixate on the competition”, and the reason that I wanted to do this is that I’ve been having some conversations with some salespeople in training recently about how they let the competition get up inside their heads. And the reason being was because some of the products were a lot cheaper. And in their brains, they've got it in their heads that the competition was better because they're cheaper.
So, here's the downside of doing this, and the conversations I was having with them: if we work on that and we think on that, we cease to sell on value and we don't sell on price. And we have this kind of one-track thought process.
So yes, it's good to know who the competition is and what their products are - and I'm the same, I want to know: who got what, how are they charged, what do they do? What do they sell, etcetera?
But really, what we want to be thinking about is concentrating on our own worlds.
Listen to the customer, sell them a solution to the problem, sell them a value, and cut out the rubbish that goes on in what your thought processes are about the competition.
There's a really, really great video, which you can watch here. A guy called Simon Sinek does a little presentation talking about his time working with Apple and Microsoft. And I think it really highlights it really well.
I hope that's been helpful, hope that's given you some ideas to think about that sort of arena. And I will see you next time!
