Strategic Selling: Competitors
I have commented on this subject before. In my May 13, 2013, post, “Talking Down About Competitors,” I recommended not bad-mouthing your competitors. Then, in my April 23, 2012, post, “Create Your Own Path,” I recommended the book Blue Ocean Strategy, by W. Chan Kim and Renee Mauborgne, and the concept of listening to your customers/clients and providing them with something new and different to meet their needs.
Here are two quotes from my newest favorite book, The New Strategic Selling:
- “We have long held that one of the commandments for losing in business is to concentrate on the competitor rather than the customer.”
- “The alternative is to think far less about what the competition is doing, has done, or might do, and more about what selling is about in the first place — the providing of customized solutions to individuals’ problems.”
My question is simple: “Where is your focus — the customer/client, or the competition? What would I hear if I listened in on your Leadership Team meetings?