Competitive Counter Tactics
Help the competition fail
Positioning Competitive Counter Tactics is the ability to precondition
client environments with traps and blocks that assist the competition to
lose.
Not negative selling
Disadvantaging the competition is not the same thing as “negative selling.”
Playing good proactive defense is a critical sales competency. Competitors
will continue to use the same tactics and techniques against you so long as
they are successful. Most sales organizations know what their competitors
will do but very few are good at effectively countering the competition.
Proactive defense
Reactively responding to competitive threats is often perceived as a
weakness. Proactive defensive positioning creates competitive advantage.
Our solution
- Perform an analysis of your competition’s strengths and weakness and compare these to your own strengths and weakness.
- Prepare counter tactics that professionally and ethically exploit competitive weakness and neutralize or counter their strengths.
- Place yourself in the shoes of the competition and ask what should be done to defeat your approach.
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