Sales Tips – Have A Plan For Your Attack
One of the best ways to get ahead of the competition is to get some of their customers off them! This is a great way of distracting them from their own ‘new business’ efforts (also helps you potentially ‘defend’ your own existing customers), plus it’s a great motivational factor for you and your team when you successfully win business at your competitor’s expense!
In order to have the best chance of success, say if you’re in field sales why not ‘map out’ competitors accounts in your territory? Who they’re working with and where they are? Then create a call plan for getting into see them, and focus on winning their business.
If you’re in internal sales, make notes on the prospects that are currently using your competition, then filter the data by competitors name. Then you can create a phone campaign designed specifically to convert their customers to your customers instead! Experience shows that dedicated and focused approaches like those above have a far better chance of success – and also put a big ‘dent’ in your competitor’s motivation at the same time!