Competition

I typically ask a group of salespeople this question:

"Who is your strongest competition?"

The answers vary...typically the answers include the names of the firms they compete against and occasionally the answer will even be "myself."

My thought - your strongest competition is the status quo - the tendency for your prospect to do nothing, to bury their head in the sand and hope things get better.  Of course, as we all know, hope is not a strategy.  How does waiting help your prospect solve their problem? (I assume here you started the selling process because they actually said they had a problem to solve vs. you begging them for an appointment or running numbers just to see what you could do for them).

Comments

[Nick Moreno]

So true. The top competitor is "doing nothing". The "fear of loss" is stronger than "the desire for gain".