Constantly losing deals to competitors? But when’s the last time you’ve seen a competitor’s contract?

We are expected to know our competitors better than ourselves, but when’s the last time you’ve seen your competitor’s paperwork? That’s certainly what your customer is looking at when they’re comparing you to them. 

So make sure when you’re working your deals, that you’re actively closing for whatever information your competitors are giving to your prospect. You’re under NDA, so you can do that under protection, but by seeing what your customer is seeing, you can position yourself better. Also, by getting actual evidence that your customer is looking at a competitor also gives validity to the deal itself. 

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