Before visiting your customer you need to know where you stand:
* What are the key strengths and benefits of the competitors product?
* How do our competitors sell and how we can take advantage of that?
* When people buy from competitors; why? And how often are they disappointed?
* When we lose sales to competitors; why and how do we loose these deals?
* How can we mitigate against those ways where we loose sales? What is our strategy?

<<tiddler [[Chapter 4, Research prior to the sale]]>>
bag
howtomakethesale_public
created
Thu, 09 Jun 2011 21:10:41 GMT
creator
dirkjan
modified
Thu, 09 Jun 2011 21:10:41 GMT
modifier
dirkjan
tags
The Sales Process
creator
dirkjan