Are You Really That Much Better?
Friday, January 8th, 2010 - 8:04 am - Sales
Don’t get caught in the trap of “We are totally better than those guys” or “They don’t know what they’re doing” or “Our product is demonstrably better than theirs” as your main sales mantra.
If that was the case, then why are they still in business? If you were clearly the number one choice, then everyone would come to you. If that’s not happening yet, then figure out why clients that you want are still going to your competitors that you’re looking down on. Is it that no one knows you are better or that the gap isn’t as wide as you think?
Everyone would like to believe that they are better than the other guy. The passion associated with that is wonderful. As you stated, the reality is that it is probably not so. A better approach is to have an honest conversation with yourself as to what potentially makes them better and deal with those realities. In the meantime, keep the passion up there.
You never want your competition to go out of business, you want your market to grow. If you’re the only choice, how will anyone know you’re the best?
If there is no one else aren’t you the best by default? But yes I agree, you want your market to grow, and your market share to do the same.