BASICS OF SALES

Competitiveness is a leading force in our private enterprise system. It stimulates both our business system and those people in it.

Competition has changed in our business climate over the years. Where competition once festered ruthlessness and sometime wanton behavior, it now has taken on a softer and more civilized tone. Competitors in most industries are now more cooperative. They are mutual members of trade associations and in addition they like to bolster the interests of all that are members of the particular industry that they are involved in.

Salespeople with absolute confidence in their abilities and their product can even make sales by actively boosting a competitive product. I have used this approach many times during My career and used it to My advantage. I recommend this approach only to seasoned and extremely capable salespeople.

Today when you meet a competitor in a customers' office, at trade shows and the like, do not be aloof or secretive. Talk to your fellow competitors. Discuss developments that may be pertinent or of interest to your industry. Initiate an open exchange of opinions and ideas. When in the company of competitors be polite, attentive and reserved.

You should always maintain a positive attitude and make it noticeable. Your attitude should reflect the fact that although you have an open mind, you still believe your product and your company are as good or better than your competitors.

The old adage you can catch more flies with honey than vinegar applies. In the open and even exchange of wits make sure you are open but also the winner. You can pick up a lot of pertinent and usefull information.

Thank you
Joe D'Ambra
www.basicsofsales.c om
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