Sell better than your competitors

These are tough times for business.

We've been working with some clients in transport and logistics over the last couple of years. They had been losing customers to competitors who offered cheaper prices.

Their initial response was to match the new lower prices to retain their customers. They even tried to win new business themselves by being cheapest.

This is clearly unsustainable. Sure enough, some of the competitors failed because margins had been insufficient.

Our role has been to help our clients sell better than their competitors.

Selling better than competitors means:  

• Creating more value for customers than competitors
• Communicating this additional value in compelling business proposals 
• Developing better sales management processes to prioritise sales effort
• Negotiating more carefully and skillfully than competitors

Yes, these are tough times for business.

Our challenge and opportunity is to learn to sell better than our competitors.