As a sales and marketing strategist I am often asked “What can we do to train our salespeople to compete more effectively?” In addition, as a speaker, I am asked to get the troops fired up about what they are selling. Motivational speakers often inspire us, but often they don’t deliver techniques, and often sales training doesn’t prepare salespeople to be able to take on the competition.

Here is an example of poor sales technique in taking on the competition. Later this month, I have to turn in the car that I lease, so I am car shopping right now. Saturday afternoon I called a dealership to see if they had what I was looking for. The salesperson immediately launched into a presentation about a model she thought I should consider. I told her I looked at a comparable model from another manufacturer, and she immediately slammed them! She said when you really examined the service record of the manufacturer, they had a very high number of service problems. Sorry…I’m going somewhere else! If you can’t sell me your product unless you attack your competitor, I’m not sure I trust you. Never slam your competition!

I have an in-depth article on the method that you can view FREE OF CHARGE by clicking http://www.michaelroby.com/sales-tips/sales-competition.htm . Feel free to use the article “as is” in discussions with your sales teams, and let me know about your success by replying to this post, or email me at mike@michaelroby.com.

Good selling!

This entry was posted on Thursday, February 15th, 2007 at 5:04 am and is filed under Sales Ideas. You can leave a response, or trackback from your own site.