Business is no different than two gladiators fighting.
Business is not polite.
Like any sport or competition, there is a winner and a loser.
What separates the winners from the losers, is strategy and an edge.
Do you have an edge?
Do you have business strategy?
BE BOLD. BE BRASH. BE STRONG…it’s what I tell myself each morning. It’s what I say to myself before I meet with you. It’s not to dominate you, but rather to be the best I can be for YOU. I’m a believer that whatever I tell myself, I will live. I’ll give you an example. I ran track from sixth grade until freshman year in college. I never told myself I was the one to beat. I never told myself that I would be the state champion. And in the end, I wasn’t. Instead, I told myself that I was the number three man. And I was. If I had just told myself that I was number one maybe I would have been.
I came to this conclusion after focusing on my self-awareness for the past seven years. It’s all in what you believe. Change your thinking, change your actions, and you can change your life.
Be Bold. Be Brash. Be Strong.
Have you ever gone car shopping with no idea what kind of car/truck you want to buy? If you have, it is a very long frustrating process where you usually end up with something you don’t want.
When you go into a sales meeting, have you taken the time to know who you’re selling against, what the customers concern is, and what you’re going to position your company offering as?
Jim Cramer of Mad Money on CNBC always says before buying a stock, do your homework. It is no different when selling a product or service to a prospect. Know who you’re selling to, what their pain points are and who you’re selling against. Knowing these items will get you a leg up over your competition. Remember nobody likes to do homework, but those who do usually ace the test.
Recently we had to write a business plan for a plumbing company. It has got me thinking about who this plumbing company will be competing against for more business. That made me think and ask myself the question, “Who am I competing against and what do I know about them? “
What to do to stay competitive? Within your specific market:
- Find out who else sells what you do to the same client base.
- Know who they are, not just their names but what they offer, and who their clients are.
Ask yourself: What would Nick Saban do to prepare for his next game?
He, along with all successful coaches, spends hours upon hours researching opponents’ statistics, watching their game footage and figuring out exactly what their biggest weaknesses are. From that information, he formulates his game day plan.
- Take 15 minutes each day this week, look up who your competition is, read their websites, find out who their clients are and start finding ways to sell against them.
The more you know about your competitors, the more ammunition you have to win against them. The more we know about their clients, the more we can sell against our competitors’ weaknesses.