Wherever there is any individual or organization that seeks to conquer a market or a particular customer as we are also of interest, then, we say that we are in competition.
His strength, in this situation depends on how much you know the advantages of your product or service compared to the competition, this obviously requires preparation, research and update the attributes most needed by the market that address needs and concerns of clients and brands that are most attractive feature: Each brand, what attribute is strong or weak? Do you, Mr. Seller, you know?
is not necessary to speak ill of the competition to win the game: you can lose a sale, but not a client, that's what should interest you. The possibility that competition eventually make a mistake, or move a seller, there it is there when you can enter.
Keep track of what he should or customer interest or get distracted by other brands or competitors, do not worry, instead, take care in doing his work for the client and win anyway.
When we are in competition, racing and competing with another, then we need a strategy that allows us to provide customer satisfaction, ahead of the competition in his attempt to do the same.
When you are in competition, even if it is rough and difficult, do not look or focus on the obstacle (the competition), keep looking at the client (the target), your need, your problem, your discomfort. If you can give satisfaction, settlement or raise your discomfort better than the competition, you will definitely win.
salesman visiting a customer or "captives", lives mainly selling situations, in business, who is mainly in competition is its marketing department.
A seller who always visit potential customers or new, live mainly in competitive situations. Then, the seller needs to be prepared to handle and manage this type of situation in which rivalry is the disturbing aspect: to master the work of prospecting and the collection, processing, interpretation and transmission of information.
What is the impact on the market, territory, competitor activity and ours? Is it relevant or irrelevant?
• Seller. Represented by their competencies (knowledge, skills, attitude), their ideas and beliefs, their ethics and morals (values).
• Customer. Defined by their buying motives, their particular buying process that continues to make purchases.
• Competitor. Represented also by their competencies (knowledge, skills, attitude), their ideas and beliefs, their ethics and moral weapons to tarnish our message.
Note that in a competitive situation, the vendor is against two factors that are external to their business, ie, two factors that are beyond its control, including: customer and competitor. Each of the two, with their own sources of changes which require the seller to be very alert about new trends, positive or negative, that is present in both.
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