You probably think your competitor is the big evil company that just came out with a more superior product than yours. No! That big evil company is not your primary competitor. Your two biggest competitors are:
1. Your own self-limiting doubts about what you can’t do.
2. The “no decision” response that too many customers ultimately decide on.
I think far too much time is wasted on thinking that the answer to a sales slump and to even finding great prospects is developing a solution to beat a competitor. Skip the effort and first focus on your own mindset. Second, think about the number of sales that simply die due to a decision never being made.
You might think that both of these reasons are unique, but let me share how both are intertwined more than you realize. When a customer fails to make a decision, they are only doing so because they haven’t
