A Competitive Paranoia

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Assume that your competitor has spent more time with your dream client than you have. Assume that they got there early. Assume that during that time, your competitor has developed deeper relationships with stakeholders at different levels within your dream client’s company. … [Read more...]

What I See When I Watch the Super Bowl

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Two teams compete. Both teams know how their competitor will play. They know each other’s strengths and weaknesses. They will attempt to play their game and prevent their opponent from playing theirs. They will not try to play their competitor’s game in order to win; they don’t … [Read more...]

Your Goals Are Your Own

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Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, many of your processes are different. You have different capabilities and different limitations. You produce different results, sometimes markedly … [Read more...]

On Competitive Displacements

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Your very best targets, your dream clients, are almost always the most difficult to penetrate. They have deep relationships, they’re loyal, and your competitor didn’t win their business because they couldn’t create value. The status quo is firmly entrenched; you aren’t going to … [Read more...]

You Are Selling for Competitive Advantage

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You aren’t just trying to compete for your dream client’s business; you’re trying to win their business. Everything you do, every sales interaction, needs to be designed to create a competitive advantage. You want a complete and total mismatch when your dream client evaluates you … [Read more...]

Waiting for Your Second Wind

Waiting for Your Second Wind

In the summer, I ride a bicycle. A few years ago, I was training to ride across Death Valley. A friend of mine, Johnny, spent the summer training with me. We rode a century (100 miles) together almost every Saturday. Once we rode 107 miles in the rain. Johnny never complained. … [Read more...]

Mailbag: How to Badmouth Your Competitor

Mailbag: How to Badmouth Your Competitor

John writes: I am a landscape designer/landscape contractor.  I just took a call from a client about a drafting a landscape design.  They said they had also contacted one of my competitors and I really wanted to say, “Oh, they’re great at mowing lawns.  However, they aren’t … [Read more...]