Is your team selling your competitive advantages?

There are three levels of competitive awareness. The first level is your PRODUCT KNOWLEDGE competitive awareness. It’s understanding how your features and benefits compare to your competitors. About 90% of all salespeople have fairly strong product knowledge competitive awareness. This is where they received the most training.The second level is your PRICING & DISCOUNTING competitive awareness. It’s knowing your competitor’s prices as well as when and how much they’ll offer last-minute discounts. About 70% of salespeople have strong pricing and discounting competitive awareness.The third area is where most salespeople are weakest…MESSAGE competitive awareness. How are your competitors explaining their uniqueness and value when talking to prospects or customers? How are they explaining why they’re the better choice?What can you do as a leader of your team to improve all three levels of competitive awareness? Today’s video talks about the critical importance of these three levels of competitive awareness. Mastering all three levels is one of the best ways your team can sell even more!