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Compete Strategically
How to Use Competitive Energy to Build Value
A competitive strategy builds the customer’s perception that your solution is the best alternative to choose.
To build a competitive strategy you add the dynamics of competitive activity to what you already know about the customer, your solution and the market. You already know what your customer needs; how your solution can help them; who is making the buying decision, and what is motivating their decision-making process. What you don’t know is who else is trying to convince the customer that their solution is better than yours. The threat of competition helps you crystallize your unique differentiation, so you focus your customer’s attention on the issues where you can contribute the greatest value and win the deal.
Your Problems & Our Solutions... learn more
Why Compete Strategically?
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| Help the customer make the best decision. | Increase the relative value contribution of your solution. | Use competitive comparison to increase the customer’s perception of value of your solution. | Harness competitive energy to build sales momentum and close faster. |
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SELL RESULTS: What Every Salesperson Needs to Know tells you what you need to know to sell technology solutions. |