Major Account Sales Strategy by Neil Rackham

Author:Neil Rackham [Rackham, Neil]
Language: eng
Format: mobi
Publisher: McGraw-Hill
Published: 1988-12-31T14:00:00+00:00

Two Successful Strategies for Talking about Competition

We’ve observed two ways in which successful salespeople weaken their competition without damage to their own image. The first way is to mention competitive weakness indirectly. The second way is to focus on generic weakness, rather than the weakness of a specific competitor. These two methods are vitally important for reducing a customer’s perception of a competitor’s strength without damaging yourself in the process. Let’s examine each more closely.

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