Watching the recent debates and other national political contests reminds me of two sales professionals trying to close business. One of the most daunting issues of note is how politicians denigrate the competition. The skill that has always stuck with me over my entire sales career is to focus on one thing- you! Sales professionals like politicians illustrate 1) weakness and 2) lack of client outcomes when needing to speak ill about competitors.

It is vital that selling professionals focus on client outcomes, results, and most importantly, client need. Derogatory remarks focus on fear, place that party on the defense, and annoy prospects. Prospective clients want answers to “What is in it for me?” When combative selling professionals slam each other, clients look elsewhere for business.

The best politicians like selling professionals focus on one thing- the client. Grandma always told me never engage with bullies, this is dependable advice. When caught in the derogatory net, the best focus on the issues clients desire answers. The next time a competitor tries to engage, act like a politician; remove your focus from the bully and become myopic to the prospective client.

© 2008. Drew J. Stevens. All rights reserved.

This entry was posted on Thursday, October 16th, 2008 at 9:05 am and is filed under Drew Stevens PhD, Sales Training, business development, marketing, sales and marketing, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.