Many people who sell products and services for small companies worry about competing with large competitors. They often stress over the fact that large companies sells products for less money thereby limiting their opportunities.
From my perspective, size does not matter. In fact, small companies (or sole proprietor) enjoy many advantages that their large competitors don’t. While they may not be able to compete on price, they often offer better service, more accurate knowledge, customized solutions, faster turnaround time and more.
One of the fatal mistakes smaller businesses make is to fall prey to the myth that most people want the lowest price. While a certain percentage of decision makers focus on getting the lowest, the vast majority simply want value for their dollar.
Here is what you do:
First, determine what separates you from your competition and figure out how to best position these differences to your customers and prospects. Next, when you talk to an existing customer or new prospect, find out what is most important to them in the buying decision. The key is to find this out BEFORE you present your solution. That will help you discover exactly how to differentiate yourself from your large competitors.
Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.
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