Chapter 5

Influencing the Competitive Landscape

“We aren’t looking at any alternatives to your solution. We want to work with you and no one else.” Wouldn’t it be nice to hear those magical words? While it is possible that some of you reading this chapter have been in the enviable position of facing virtually no competition for a deal, it unfortunately doesn’t happen very often. In fact, some would argue that if you have a proper understanding of the term “competition,” then the situation of “no competition” does not exist.

What Is Competition?

We were working with Rich, a successful sales representative for a large financial services company. Rich’s company specialized in expense management data gathering and analytics via software tools. These ...

Get Premeditated Selling now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.