COMPETITION: Inspection Questions for Sales Leaders
Status Grey – trying to identify the Competition.
Guiding Light Principle: Identification
Understanding who your competition is, is very valuable to ensuring that you win the prospects business.
- Who is our competition on this opportunity?
- What are the competition’s advantages and disadvantages to Planet? What are Planet’s unique differentiators that matter to this deal?
Status Yellow – plan to neutralize the competition.
Guiding Light Principal: Neutralize
You must influence the criteria to favor you, set traps for the competition, and gain consensus & help you avoid “No Decision”.
- How does our solution compare to the competitors?
- How have you differentiated Planet’s solution?
- What are Planet’s unique differentiators, comparative differentiators, and holistic differentiators?
- Have you communicated Planet’s differentiators to the prospect?
- Does the competition have any unique differentiators that are vital to this project? How can Planet overcome those differentiators?
Status Green – Competition is eliminated.
Guiding Light Principle: Elimination
You have been able to identify the competition, set a plan to neutralize the competition, and are influencing the criteria to ensure that Planet will win the deal.
- Do you need support in eliminating the competition?
- Are we ready to move forward with this opportunity?