Thoughts From the Coffee Table: One of my sales team once complained that a competitor opened “next door”, certain it would cost her sales.
A large competitor we acquired told me their strategy was to open new locations as close to a successful existing competitor as possible.
I’ve always embraced competition. If they are beating me, I must learn. If I am beating them, I know they are learning from me. It’s not personal. It’s business.
My salesperson had to admit that she was not practicing sound sales strategies. Because she had been the only game in town, she got lazy.
Now she was afraid.
The two most iconic cheesesteak restaurants in Philly face off across one street. 24 hours a day, 7 days a week, 363 days a year, Pat’s and Geno’s are locked in a head to head battle. And they wouldn’t have it any other way.
They know they build on each other. They know that their close proximity adds to both bottom lines. They keep each other sharp, and not just because of the provolone.
Competition should make us a little uncomfortable. A little nervous. A little wary. That discomfort should also make us more aware. More focused. More creative.
Within 6 months my salesperson was knocking it out of the park. She found her focus and drive, and never looked back.
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