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4 Essential Questions To Outsmart Your Sales Competition

What if you were at risk of losing your best customer?

It’s time to get your thinking cap out again. I’m here to stretch you out of your comfort zone so you can see things in new ways. Today we’re going to look at your very best customer – the one you love working with and who contributes a fair share to your income. Got it?

Good, because now I want you to put yourself in your competitor’s shoes. You want this account really badly. And you know who’s currently got the business.

So as you sit now in your competitor’s shoes, here are some questions I want you to think about:

Four critical questions to stop your sales competition from stealing your best customers (or to unseat an incumbent!)

•    Do you see any weaknesses that you could potentially exploit?

•    Are there any industry or market trends that could create an opening?

•    Is the incumbent addressing all their needs – or just some? Would that be a way in?

•    How is the company changing? Do they need help in new areas?

Those are just four questions to ponder. But do you see where I’m going with this? By looking at your best account from your competitor’s perspective you can do two things:

Find out where you’re vulnerable so you can prevent it from happening.

Identify areas where you can create new sales opportunities.

So take some time today and think about it. What you discover can make a big difference.
Jill Konrath, author of Selling to Big Companies, is a recognized sales strategist in the highly competitive B2B market. A popular speaker at sales meetings, she helps her clients crack into corporate accounts, speed up their sales cycle and generate demand for their offering. Visit JillKonrath.com.