The Competition

The Competition was Originally Posted on September 14, 2012 by lavarock

Years ago I worked for a large computer Company who also made medical and electronic equipment. Although I was not in sales, I heard that the sales people were instructed that when they went on a sales call they were to conduct themselves in a certain way. They were to ask questions and understand what the customer needed. They were then to suggest which products would be the best fit. If they were asked about the competions products, they were to explain how the products differed. They were NOT to belittle the competition. The feeling was that if you have to belittle the competion, you are doing that because your equipment is inferior and that is the only way you have to try to make a sale.

This sounds incredible, but is true. If you have to discredit your competion to make a sale, how bad is your product?

If we could only get the politicians to understand that when all they want to do is tell you how bad the person is who is running against them. It is similar to saying “I can’t say anything good about myself, but here is why my competition is worse…”