From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
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Building your competitive strategy
From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
Building your competitive strategy
- Having assessed our competition, our goal is to now build a competitive strategy. The strategy informs our approach, positioning, and language when interacting with prospects, all with the intention of setting our product or service apart from the competition. Let's look at an example of a competitive strategy. Suppose you were going to purchase a Toyota Corolla and you decided to visit three different dealerships, all in different cities. After visiting and getting prices from the dealers, you learn that each dealer can sell you the same car at very similar prices. In this case, the dealer that is most appealing to you will win your business. This appeal is what is referred to as a competitive advantage. Using our example above, it might include such things as: additional benefits, such as maintenance included at no charge, the ability to service your vehicle with easy access to loaner vehicles, extended warranty…
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