Question Number One: Assessing the Competition

Assessing the competition from time to time is a matter of survival for any business. All your customers, no matter how successful they are, can’t help looking over their shoulders to see which of their competitors might be gaining on them. Get them thinking ahead with this question:

How do you differentiate yourself from your competitors?”

This should spark a dialogue with your customers, compelling them to take a good look at their rivals and figure out ways to favorably set themselves and their business solutions apart from the rest of the pack. Best of all, it positions you as an expert to help offer answers and provide them that competitive edge.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).