.
Home | Current Issue | Archive | About | Contact | Subscribe | Media Kit | Advertisers
FEATURESTORY
Turn A Competitor Into A Colleague
I just got off the phone with a dear friend. We were comparing notes on what's happening in our businesses, discussing our struggles and what we can improve on. It's something we do every 30 days. I hang up feeling inspired, supported and full of energy.
Want to know something fabulous and strange? She's also my competitor.
If your salespeople hear the word "competitor" and think the sharks are circling for a kill, they have fallen into a common sales trap. Help them escape.
Years ago, I was the only female sales rep at a weekly newspaper. The company was adding to the sales team and hired another woman. "Excellent," I thought, "finally someone I can work with to increase sales."
Boy, was I deluded! On her first day, she approached me, extended her hand without a smile and said, "So, are you ready for a little healthy competition?"
To her, I was the enemy. She had fallen into a stereotypical sales mindset and it cost her big. How? I didn't let her aggressive approach bother me and she lost the opportunity to have my brain (and experience) on her side. I kicked her butt in sales so badly she eventually became speechless.
Over the years, I have had many fabulous strategic alliances and friendships with people who others might have viewed as my competition. They were salespeople I worked with, other media I sold against, or now, as an entrepreneur, other sales consultants.
I focus on building relationships with people I like, trust and admire — people who I know can help me grow professionally and I can do likewise for them. Too many salespeople, nervous about the so-called competition, become their own worst enemy.
My diva dare: Have each salesperson contact at least one competitor who could be a great strategic alliance. Maybe it's someone who has a product line
that you don't have and you can send them customers. Together, they should think of how they can help each other grow larger than each could individually.
Be creative and for goodness' sake — quit thinking small.
.
Kim Duke, the Sales Diva, provides sassy sales training for women, small business owners and entrepreneurs. You can read more of her ideas and sign up for her e-newsletter at www.salesdivas.com.
.
See also in: Jump! (...five unconventional sales strategies)
Looking for the Best Ideas? Ask for Their Worst!
If Customers Push, Push Them Back
Turn A Competitor Into A Colleague
If Your Reps Can Stand the Heat, You Need A Hotter Kitchen
Your feedback on our editorial is welcome at . We need to remind you that our articles are copyrighted. If you would like to distribute or post our material elsewhere, please contact . Click here to subscribe today!
