In a world fueled by comparison and competition, it’s not uncommon to find individuals fixated on outdoing their peers, surpassing benchmarks set by others, and constantly striving to be at the top of their game. Recently, during a conversation with a salesperson, I was confronted with the stark reality of this mentality. This salesperson, visiblyContinue reading “Going Beyond Competition”
Tag Archives: competition
Rising with your competitors
In selling, we face two types of competition: internal (peer competition) and external (market competition). In both cases, we learn and practice competition as a war where one must lose for the other to win. In other words, a zero-sum game.
I always try to avoid zero-sum games and transform them into positive-sum games, meaning that both competing parties can be better off in the end. But how can this be possible when selling in a competitive environement?
Competitors as valuable rivals
The other day, an executive I coach, let’s call him Bill, came up with a problem he faced with a business partner in Morocco.
Recently, the Moroccan partner explained that he wants to expand his business to other products that do not exist in Bill’s product range. He was investigating opportunities with one of Bill’s competitors with those products in their range.
According to Bill, this was a problem because he was afraid that his competitor would use this opportunity to “steal” his business partner…
Learning for Performance 