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Robert DeGroot
Block the Competition
Block the Competition
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There are three commonly used tactics that help block the competition when you're not around. While you're reading this book there could be a competitor taking your customer, or at least trying to. What's to stop them?
Learning Objectives:
• Competitor proof your prospects and customers
• Understand how to role play and rehearse a defense that your prospects and customers helped develop so they can respond with conviction to your competitor's persistent efforts.
• Create attitudes that are resistant to change.
• Learn how to set Expectations, Criteria or Specifications that only you can meet.
• Use the written "Interim Action Plan" closing strategy to further insulate your prospects and customers from the competition.
Learning Objectives:
• Competitor proof your prospects and customers
• Understand how to role play and rehearse a defense that your prospects and customers helped develop so they can respond with conviction to your competitor's persistent efforts.
• Create attitudes that are resistant to change.
• Learn how to set Expectations, Criteria or Specifications that only you can meet.
• Use the written "Interim Action Plan" closing strategy to further insulate your prospects and customers from the competition.
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