Home |

COMPETITIVE FACTOR ANALYSIS

One of the most powerful things a sales person can do is understand the competitive landscape they work in.  We use something called the Competitive Factor Analysis to help sales professionals realize what strengths they have to exploit; and what weaknesses they need to neutralize as they go into the marketplace and compete for business. The Competitive Factor Analysis is based on taking a very candid look at your competitive distinctions, advantages, competitive neutrals and disadvantages.

• Competitive distinction is defined as a benefit perceived by your target market that you can provide and your competitor cannot.  It is currently exclusive to you.

• Competitive advantage is defined as something that both you and your competitor can provide in a customer solution; however, you can do it better AND can prove it.

• Competitive neutral is defined as a something you and your competitor can provide as a customer solution, but neither of you has an advantage over the other.

• Competitive disadvantage is defined as a benefit your competitor can provide that you can't or your competitor's solution has more value to the customer than yours.

The process takes a critical look at the diverse competitive scenarios that your sales team faces and helps to position your solutions optimally as well as being able to design counter strategies for your most prevalent or common competitive threat.  We explore specific customer scenarios through case studies which are specific to your industry and that go beyond just analysis.  We help your sales professionals take the analysis outcomes and then build a viable strategy which they can profit from immediately in the real world. Any sales team not working from a Competitive Factor Analysis is working with a competitive disadvantage.

OUR SOLUTIONS:

Successful Sales Relationships

Selling By Design

Over Promise, Over Deliver

Communication Coach

E-Learning Tutorials

Prospecting & Qualifying

Territory Management

Coaching for Performance

Selection Coach

Sounds of Success

Competitive Factor Analysis

Zones of Performance

Collaborative Selling

Home | About Us | Research | Events | Contact Us | Site Map

2007 Success Sciences, Inc. All Rights Reserved.