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Relationships Selling| Article #124 :RELATIONSHIP SELLING – PART 11

In this installment of relationship selling, we're going to cover the third type, the competitor. This is probably the one type that can be improved the most.

The competitor is a marvel. The awareness level of the competitor is close to zero. If you're looking for somebody to bring into your organization to crank out a ton of sales for you because of their knowledge, the competitor is the last person you want. They know as much about Internet marketing as most people know about advanced calculus. Clueless doesn't even begin to describe the level of their knowledge. But they have something that is priceless; a drive to succeed that is equaled by very few people.

The competitor will do anything to succeed. They may be groping in the dark most of the time but through trial and error, they will eventually stumble onto something that works. The meaning of the words "give up" is something that they don't know. They will keep trying until they have no more breath in their body. The number of hours they will have to work in order to achieve their goals doesn't matter. So, how can this be of benefit to you?

If you are knowledgeable about Internet marketing, you can train this person. They will be eager to learn. They will be writing to you constantly for instruction. If you've got the patience, and the answers, you can turn this person into a virtual selling machine. They may even become more successful than yourself depending on just how much drive they have. So it is important to not hold them back. You may have a tendency to feel threatened by them. Don't be. Every sale they make is a piece for you.

The hardest part of dealing with the competitor is that they have a hard time staying focused because of their lack of knowledge. It will be your job to keep them focused. How do you do this? Well, for starters, you have to lay out a plan of learning for them. Don't dump too much on them at one time. Take it one step at a time. If they ask for more, make sure they understand what you gave them prior. Don't let them get overwhelmed. If they do, they'll end up confused and all their energy will be wasted because it will be directed into areas that aren't productive.

Aside from laying out a plan of action you must also make sure that you are very explicit about everything you tell them. Remember, they are clueless, so you can't leave anything to chance. Don't assume they know basic things like copy and paste even, or using email. Make sure that there is nothing left to chance. One mistake can set them back a lot.

If you take the time to work with the competitor and drive them in the right direction, they can be one of the most productive people in your organization. Just remember to have patience and not expect too much right away. They are pretty much starting from scratch. So with all their drive, they will still need time to get their act together.

In our next installment, we'll cover the last of the 4 types, the leader.

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