Dear Sales People… Why You No Study Competitors?

Why is it that so many salespeople don’t study their competitors?

What are they charging?
How does their product stack up against yours?
What are their strengths and weaknesses?

Sometimes I feel, the customers know the competitor better than you!

Great sales aren’t just about pitching your features.
It’s also about anticipating what your customer will ask after they say:
“But the other company offers this this this…”

Know thou enemy before the battle begins.

Gitu.