Product knowledge is the first level of competitive awareness. Knowing their features and benefits compared to what you sell. 90% of all reps have strong product competitive awareness.
Second is pricing and discounting competitive awareness. You know what your competitors are going to bid as well as how they will last-minute discount. 70% of reps have strong competitive pricing and discounting awareness.
It’s the third level most reps are weakest…message competitive awareness. How is your competitor answering “Why based on all the competitive options available me do I want to buy from you?” How does your response compare to theirs?
What can you do to help your team increase all three of their levels of competitive awareness?
Join me as I share the three levels of competitive awareness, and how strengthening your message competitive awareness can help your team sell even more!