Increase sales by knowing the competition

An optimal salesperson understands that to increase business they must know the competition. They research the competition and understand where the products and services they sell are different and unique. They then ask questions of the client to discern if the client is interested in those differences. For example, the optimal salesperson represents a company that manufacturers cars with sun roofs. She knows that the competition does not offer that option. It becomes her job to ask questions of the prospect to discover whether or not they want a sunroof. If the prospect desires a sunroof, the optimal salesperson skillfully guides the prospect to the understanding that they cannot get a sunroof anywhere else. Success with this skill requires knowledge of the competition – what products and services they offer. The optimal salesperson knows the competition and that knowledge generates sales.