The Good Guys Always Win - Monday Strategy
|Tags:||Competition, training, development, skills, upselling, process|
Competition is healthy, it brings out the fighting spirit and edge from within and it makes you produce some truly great things. Products and services are always improving only because of the competition that is around us. But some people can take it too far.
You would generally consider yourself and your company to be respectable as a unit but also individually. From your expertise and knowledge you have been able to produce great business and from whatever you do you’ve also been able to deliver results.
Why tarnish this respect you have now around you with some ‘trash talk’ about your competition?
In sports and with friend’s trash talking is great, it builds rapport and it allows people to put down barriers, however business is business and people straight away lose respect and barriers go up if they hear you firing off negative words about your competition.
It ultimately gives you a bad name, the company and even worse name and generally leading to fewer sales and business in the long run. Just don’t do it.
Back in the past pulling up some details that would hurt the general business for your competition could have been acceptable because it was about winning the deal, but gone are those days and now it’s actually about saying good things about them.
Focus your energy on your main sales people who are the conveyers of your message and products, these are the people who are much more likely in desperate situations to talk some trash about your competition.
The will want the deal, its natural, and they will look to extract information that will give them a helping hand to get the deal.
It will make that salesperson look desperate and also like a creep which no one likes to deal with. The customer will then pass it on to friends and family; turning into one big fall from grace.
So it’s important to get your team educated on the importance of ‘upselling’ your competition, they need to know that they should in fact point out the good stuff about them and compare them to your own companies products.
Because people will remember you for being honest and most importantly giving them the knowledge they may not have had before. Even if they do go and speak to your competition if they do some trash talking about you, who’ll be the first person to get the call?
This is why it’s important to be considerate of your ‘enemies’ and promote their services but only with a direct comparison to you own offerings.
Think long term respect and mindshare ahead of the quick (no)deal.
P.S. Steve Ballmer hasn't been able to live this down 5 years later.
By: John Perrin