Great salespeople take the time to understand the competition. Like winning sports teams look at films and data on their competition, you need to know all you can about the competition. By cataloging the strengths and weaknesses of the competition great salespeople know how to position themselves to win the deal.
Who Is A Competitor?
The simple answer is any other company who wants the same business with a customer as you do. They either are the incumbent supplier to a company you want to gain business with or a company looking to take business away from you. Sometimes the customer can be seen as type of competitor when they are reluctant to change from the status quo regardless of the current problems….