Page 48 - Superion Sales

SUPERION – Sales Playbook

So consider, what are the customer’s competitive alternatives?
1. Do nothing – “status quo”
2. Utilize internal solution – “homegrown”
3. Utilize competitor

How can you find out?

• Ask your catalyst (from Buyer Map) and influence base supporters
• Hypothesize based on past experiences (lead from front with educated theory)
• Do competitive research

Now, look through the lens of your influence base and ask:

1. Where are you vulnerable?
2. Where’s your blindside?
3. What are your weaknesses and strengths?
4. Where are your competitor’s weaknesses and strengths?

The Four Box Tool below attempts to answer three key questions:
• WHY US?
• WHY NOW?
• WHY NOT THEM?

3/8/2018

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