Using the highest degree of professionalism and integrity, you can protect your value proposition from competitive attack by setting traps for the competition. By knowing the competition's actions, behavior, and practices, you can identify damaging behavior. After exploring the potential risks and rewards, you can then consider what might be done to snare the competition. Exposing the competition's deficiencies with this mousetrap model will not only spare your client the expense, disruption, and embarrassment of a poorly executed implementation, but it will increase your ability to effectively compete.
how to create a real state proposal
it comes to understanding how to protect your deal by setting traps for your competition. (Trap-setting is an advanced selling skill that must be employed with the highest degree of professionalism and integrity.) I recently ran a workshop for a software client entitled, How Winners Compete. In the session we covered a number of strategies, counterstrategies, tactics, and countertactics, all of which, when used appropriately, would provide my client's sales teams with new levels of competitiveness. The