Category: Competition

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Off the Rack v. Customized?

There’s nothing like a new pair of shoes! Imagine you go to the department store, find a beautiful pair of shoes, (on sale), once very expensive, now still expensive but affordable. You excitedly take these shoes home and wear them out that night proud of your fashionably frugal shopping. They hurt the first time but...

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“I can’t see why they wouldn’t sign?”

There are a few days left in the month, we are doing final deal reviews, and I hear “I can’t see why they wouldn’t sign this month” from one of my reps- I’m worried. As a rep you need to anticipate all the reasons why a prospect wouldn’t sign with you, to a point of...

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Creme brûlée can never be Jello

I recently lost a deal where the client told me the reason they went with my competitor was because of something I told him. Obviously my advice must have been misunderstood so I spent a lot of time thinking about how to better make my point in the future. I had posed this question to my...

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Are you a Stage 5 Clinger?

 Is your competition causing you to act like the needy, jealous, insecure girlfriend? I’m not the needy, jealous, insecure girlfriend! That’s never me, that’s ALMOSTnever me. I’m the cool, confident, self-assured, you do you, I don’t need to put a label on it, I’m secure in what we share, girlfriend. But last week I became...

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