strategies that work e-Zine: May 2004

How Winners Trap Their Competition

By Dave Stein, Author of How Winners Sell

You can sell all the business value you want to all the real buyers, but if you aren't protecting your value proposition from competitive attack, your deal, your commission, and maybe even your job will be at risk.

A mousetrap makes a great analogy when it comes to understanding how to protect your deal by setting traps for your competition.  (Trap setting is an advanced selling skill that must be employed with the highest degree of professionalism and integrity.)

I recently ran a workshop for a software client entitled, "How Winners Compete." In the session we covered a number of strategies, counterstrategies, tactics and counter tactics, all of which, when used appropriately, would provide my client's sales teams with new levels of competitiveness...

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