Date Added: Jan 2010
As sales people, one love to complain about the competition. Unfortunately, complaining doesn't do any good. A better approach is to create a system to learn about the competition. Knowledge of the competition - not only their strengths and weaknesses but also their patterns and tendencies - will provide you with a distinct advantage, and prevent you from getting blindsided or seriously outmaneuvered. Try to find out from your customer why they awarded the business the way they did. If it was price alone, try to find out how much lower their price was than your price. If it's something else, find out what.