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While there are certain ways you can work with your competition, there is something that you should absolutely never do... don't demonize the competition.

Mike feels that this is strong verbiage but Scott insists that there are some things that should never be done. Don't be mean or rude to the competition. With so many mergers, people changing jobs for a competitor or a number of other situations, there are great ways to handle your competition and there are some things you should never do:

ALWAYS

• Play fair with the competition.
• Understand who they are and what they are really good at doing.
• Know the accounts that they have and why the accounts like doing business with your competition.
• Find a way that you can use your competitor to aid your accounts.

NEVER

• Talk bad about the competition.
• Burn bridges or relationships
• Sell against someone or against a product. Rather focus on your strengths.

Scott used to introduce himself to the competition so that they knew who he was. This humanized the competition and made him feel as though he could go up against them in certain accounts.

What are you doing well and where can you improve in handling your competition?

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Scott Schlofman
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