Stop Losing Sales to Competition

If there is one thing I, and most other salespeople, hate, it is losing a deal. Something we hate even more than losing a deal is losing a deal to a competitor when we know we have the better solution.

So what gives? Why can't our prospective clients see us as being better than the "one-size fits all" solution being pitched by the representative down the street, who doesn't even know the full benefits of their product or service?

I'll tell you, but I don't want you just to read this and move on. That would be too easy, and frankly, not worth the time it would take to write this.

When I am doing sales coaching for my reps or other companies, and in my past roles as a sales manager and operator, I focus on not finding the answers for them, but rather on encouraging introspection, which requires reflection and 100% accountability, because without it, nothing changes.

I ask myself:

1. How can I do better next time around?

2. Why did I present it this way?

3.) What objections couldn't I overcome?

4.) What can I practice today to win tomorrow?

5.) Am I having enough fun with it? (This is the most challenging question.)

I usually find that when I am personable, I have "Unreasonable Hospitality" (your next book to read). Not only do I win more, but I feel better about my success and that of my reps.

This is enough to change your month from bad to not so bad, because I am learning, and in that learning comes success, and in that success comes more money.

Happy Selling!