At Competitive Directions, we strive to develop sales tools that are both easy to use and easy to understand. We feel we have hit the mark with our Competitive Flash Cards, which have proven to be a big hit with sales, marketing, and similar personnnel.
These cards are easy to read and easy to understand, and are a great way to provide a quick overview while preparing a RFP response, customer presentation, or customer demo.
Competitive Flash Cards Glossary of Terms
Competitor Overview
Primary company and product positioning used by a competitor to establish credibility, leadership, or product differentiation during the sales process.
Claims
Statements a company makes about itself and its products that establish competitive advantage.
Counterclaims
Statements made by us to refute claims by competitors.
Competitor Landmines
Statements made by competitors that incite fear, uncertainty and doubt by attempting to create perceived weaknesses.
Neutralizers
Statements made by us to defuse competitive landmines used by the competition and eliminate or diminish their negative impact.
Offensive Landmines
Statements made by us about competitive products to set the bar high and highlight competitive weaknesses.
Competitive Differentiation
Statements made by us about ourselves that are implicitly targeted at competitors and encourage a prospect to focus on our strengths when comparing a competitor?s company or product.
