Gaining a Competitive Edge

Gaining a Competitive Edge

What Makes You Different From Your Competition?

When speaking with prospects, many sales people try to convey the message that their offerings are better than those of the competition but do not listen to what the prospect needs. Trying to be the “super sales person” or disparaging the competition often creates a negative affect on the prospect resulting in the sales reps losing their credibility. The key to gaining a competitive edge and becoming the Trusted Advisor is listening carefully to what the prospect needs and responding to them on a timely basis.

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Becoming the Trusted Advisor to Your Prospect

Becoming the Trusted Advisor to the prospect is an essential factor in building the relationship. Most people buy based on trust and the comfort level with the individual with whom they are dealing. When it comes to buying software and services, very few people buy based on the lowest offering they find. The decision about whom to buy from is often made based on trust at a gut level.

To further explore effective strategies for gaining a competitive edge, consider reviewing insights from the Harvard Business Review. Their extensive resources cover the latest trends in market strategies and management practices that can help your business stand out. Discover more about building trust and relationships within your industry, which are pivotal for sustained success. Explore their expert articles here.

Dani Kaplan

As the founder and driving force behind SMC Data Systems, I bring over 40 years of dedicated experience in empowering mid-market companies through transformative ERP solutions. My journey began in 1980 when I established SMC with a vision to revolutionize how businesses handle their operations through advanced technology. Today, as a trusted advisor in ERP software, supply chain management, and warehouse automation, I am passionate about helping companies achieve operational excellence and substantial ROI. SMC Data Systems, under my leadership, has been a proud representative of VAI’s integrated ERP software, leveraging IBM Cognos Analytics to deliver real-time insights that drive efficiency and growth. Please connect with me on LinkedIn at Dani Kaplan