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The clandestine competition: avoiding the 2 most customary competitors - sales-management

 

There are certainly only two types of competitor:

1. Obvious

2. Hidden

The evident competitors are, well, obvious! You'll maybe know who they are. You might even meet up for a drink with them and bump into them at networking events. You'll have analysed their offerings and differentiated yours. You know these guys. In fact if you're a Lean MarketerTM you almost certainly know them develop than they know themselves!

But what of these "hidden" competitors? Well, you know these too. They're: Mr Do Nil and Mrs Do It Myself.

Mr Do Nil - this is usually, but not always, a bizarre prospect. Mr Do Nothing, will speak to so many citizens that he paints himself into a bend of inactivity. He's too frightened to do no matter which since he's had so much advice. You can help him - make life simple. Take away the risks.

There's an added account of Mr Do Nothing, and that's the guy who'll wait till the next big thing comes along. He can't conclude now as next week there might be a little different. He might meet a big cheese who's cheaper, faster, bigger, develop next week.

Mr Do Nobody quite often turns into a critical prospect. He's waited so long that now it's essentially urgent. He needs you NOW! Consider what I said about acute people? Avoid them except you want forthcoming misery.

Now, Mrs Do It For myself is a another kettle of fish. Quite often she'll start out as your interested hope too. However, she has a very atypical agenda, she's in order gathering. That way, when she does do it herself, she'll have singled out the brains of all the best associates about - in other words you!

How do you work out whether a clandestine competitor is lurking? By edifice a bond on a one to one basis. By donation incentives, then upping the ante by asking for payment for the next offering. Here are some techniques for each buried competitor:

Outing a Mr Do Nothing

* Stop conversation to him - he's happy to get counsel and awareness while he's not paying for it

* Ask for a certitude - spell out all the stuff you've done so far and then say, "What do you need in order to make a certitude now?"

* Do Nothing!

Outing a Mrs Do It Myself

* Again, stop chatting to her if not she'd like to pay, of course!

* Ask outright, "Are You Bearing in mind Doing This All Yourself?" then judge by her reaction - if she is, say great! Good luck with it. If not then ask, "What do you need in order to make a certitude to use us now?"

* Write or acquire a consequence so she can do it herself - then sell it to her.

Speak Soon,

'Dangerous' Debbie Jenkins
debs@debbiejenkins. com

(c) Copyright 2005 www. BookShaker. com

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