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Dealing with Your Competition in Sales & Business

a mans hand with a watch dial - dealing with your competition in sales

Dealing with Your Competition in Sales & Business

If you’re a business owner or sales person in an incredibly competitive marketplace, chances are you will wind up dealing with your competition directly at some point. Maybe they’ve set up shop across the road from you, or maybe you’ve been stepping on their toes for so long (and stealing clients), and they’ve decided to up their game. So you keep butting heads and running into each other, friendly or not.

Myself – I’m in real estate. This industry, like law and some other professional roles, is a bit unique in that you must work directly with your competitors to complete transactions. This means the very same people you are vying against in the open marketplace, are those you must get along with to get the deal done.

Now, ideally this will lead to a collegial atmosphere, where everyone works together to do the best for their clients and get the deal done. You look after your client, and they look after theirs. But sometimes, you may come to loggerheads with the other businessperson. It might seem like you disagree over every little thing. Maybe you just plain don’t like each other, or there’s bad blood from a past interaction. What to do?

Today, let’s talk about how to deal with your competition in the best manner.

  1. Kill Them With Kindness
  2. Remember that You Work for Your Client
  3. Beat Them At The Game In The Marketplace
  4. Always Be The Better Person – But Give Them Nothing.

If you wrestle with pigs, you’ll end up covered in mud. Never forget that.

Kill Them With Kindness

First and foremost, never stoop to their level, or any level lower than what you deem acceptable for your business. If they’re short with you in communications, attempt to speak down to you, or try to brush off your questions, etc, don’t let it get to you. Always say please, and always say thank you. Even if you don’t feel like it or they don’t give the same courtesy back. Don’t resort to mud-slinging.

If you wrestle with pigs, you’ll end up covered in mud. Never forget that.

Remember that You Work for Your Client

Never forget who you work for. You aren’t trying to please the agent or counsel on the other side of the table. You’re not trying to make them happy or even to make them like you. You work for your client, period. In every other part of the conversation, its strictly business to business – which means you’re on an even footing. Don’t run around completing work or menial tasks for the other side that they should be doing. You answer to one party only – and that’s your client.

Beat Them At The Game in The Marketplace

The marketplace is where it matters. Work harder than them. Win more than them. It will show – and they will take notice.

OK – this is where things get fun and it matters the most. Want to know how to beat your competition? You’re not going to do it by “besting them” over some email or telephone interaction. You certainly won’t do it over the course of one deal.

What you need to do is focus on crushing them in the marketplace. Alright – maybe crushing them is a bit too tough. But what I mean is you need to eat their lunch! (or drink their milkshake). You can show them how good they are by winning more clients, or better yet – winning their clients. Who is their ideal prospect? Work harder to win them. What is the trophy they seek? Win it first.

The marketplace is where it matters. Work harder than them. Win more than them. It will show – and they will take notice.

Always Be The Better Person – But Give Them Nothing.

I have my own thought process when dealing with clients vs. dealing with competitors. With my clients, I try to be light and fun – think Jeff Goldblum. No matter what I’m dealing with on the other end of the deal, I will remain playful, fun & unfazed.

When dealing with my competitors? I like to try and embody something more along the lines of Jack Nicholson. I’m not here to play nice, I’m not here to make small talk. Remain guarded and don’t give your competition anything that they could tear away at you with. Give them nothing with which to grind you down.

Most importantly, always be the better person. Take the high road. Focus on your clients, and your business. You will prosper while they fail.

Dealing with Your Competition in Sales & Business

Dealing with your enemies might not be pleasant, but sometimes it’s unavoidable. Learning to cope with being face-to-face (or email-to-email) with those you dislike in business takes time, but eventually, you will be able to brush off anything.

Always remember – at the end of the day, its just business. There will be more deals, more sales, more clients. Save your sanity and never give your peace away to those who wish to drag you down.

Cheers & Happy Selling my Friends.

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