John Chapin - Sales Encyclopedia

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Articles on selling

» Closing Sales (completeselling): These articles cover ideas on closing the sale
» Cold Calling Articles (completeselling): These articles cover various ideas on cold calling
» Competing (completeselling): Articles on competing and dealing with the competition
- Sending a Follow-up Letter after a Metting with a Competitive Account: When selling in a competitive account, follow-up is more important than ever. One key component of the initial follow-up is your follow-up sales letter. *Your follow-up sales letter* After you’ve met with a competitive account, send a let... [more]
- How to Interact with the Competition: When selling competitively, you will occasionally run into the competition in your travels. For the most part, it is a good idea to talk to your competition but, what rules should you follow when you run into the competition while you’re out ... [more]
- How to Differentiate Yourself When Selling the Same Exact Product as the Competition: If you are selling competitively, it’s entirely possible that you are selling the same exact product as the competition. For example, if you are selling cars, you may be up against a competitor selling the same exact car you are. If this is t... [more]
- Times You Don't Want to Talk to the Competition: Everything considered, when selling competitively, it IS a good idea to talk to the competition. In general, it will give them a little less fire under their butt to beat you, also, you may get some good information if the competitor feels like tal... [more]
- Don't Make this Mistake Regarding Your Competitors: When selling competitively you have to be careful about what you say and don’t say about the competition. This article gives an example of one mistake you don’t want to make when selling competitively and why you don’t want to mak... [more]
- How to Provide Quote to Account using You to fill Bid Requirement: When selling in competitive accounts, you will occasionally run into the following scenario. You check your voice mail and get all excited because a prospect who has never done business with you or your company wants a quote from you. You call he... [more]
- How to Position Yourself in Competitive Accounts: When selling in competitive accounts you will be in one of two positions, you are either doing some of the business and your competitor(s) is doing the rest or, you are doing no business in the account and your competitor(s) is doing all of it. So ... [more]
- An Important Preparation Strategy for Competing: Anyone who has been in selling for any length of time understands that all products and services have weaknesses, even the ones you’re selling. A weakness may be price, it may an inferior feature, or it may be a lack of features or functions.... [more]
- 5 Key Areas to Look at when Competing: Selling in today’s competitive environment requires us to sell value more than ever. When selling value, you want to focus on five key areas. *5 pillars of selling value* 1) Product Efficiency Where is your product or service better, fas... [more]
- How to Find out Exactly Where the Competition is on Price: Selling against the competition can offer some unique challenges and one of those challenges can be finding out exactly where the competition is on price. Let’s assume the prospect tells you the major differentiator in his decision was pric... [more]