The Competition

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Because you're a competitive salesperson, you have looked carefully at the competition, And you're probably sold on your own product and you our company. That's why you may be tempted to knock the competition, but don't do it. It's bad form, and it gets in the way of closing the sale. And besides, it's bad manners. 

When you begin badmouthing the competition, you introduce a negative energy into the sales presentation. So the next time you feel the urge to speak ill of your competitors, remember what your mother told you: If you can't find something nice to say about someone, don't say anything at all.

Even if your customer encourages you to speak ill of the other guy, keep your mouth zipped up tight. And while you're trying to think of something nice to say, consider the quotations that follow:

Wise Salespeople Don’t "Knock" the Competition, and They Don’t Burn Bridges…

"We all throw stones that we shouldn’t throw."
Dolly Parton

"Praise your competitors."
Frank Bettger

"To speak ill of others is a dishonest way of praising ourselves."
Will and Ariel Durant

"When you throw dirt, you lose ground."
Old-time Saying

"All cruelty springs from weakness."
Seneca

"Ill manners and bad advice are seldom forgotten."
Ben Franklin

And Finally

"A man never discloses his own character so clearly as when he describes another’s."
Jean Paul Richter

"Silence is a friend who will never betray."
Confucius

"A sales career is a marathon. No matter how disappointed you may be, never burn a bridge with a customer. You’ll have another chance to make the sale."
Nick Abernathy

This page was written and compiled by Criswell Freeman, Psy.D.

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