From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
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Assessing your competition
From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
Assessing your competition
- When I coach baseball, our pre-game warmups include taking a moment to observe the team we're about to play. We watch to see how well they hit the ball, if they can catch, and how far and fast they can throw. Watching our competition allows us to determine where we should focus our time and efforts if we want to win the game. If the other team hits well for example, we'll put in our best pitchers. If they can throw and catch well, we may steal fewer bases. When prospecting, it's an important to size up your competition before you get started. There are three steps to assessing your competition, let's review them. First, determine what is unique about their product or service. Second, confirm how much of the market they currently serve. Third, identify any weaknesses in their product or service. First, let's look at the uniqueness of their product or service. To determine what's unique about a competitor's product or…
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