The Road to Success is the High Road

Source: RainToday

According to Charles Green, when it comes to selling, "the 'right' thing to do increasingly looks like the smart thing to do." When you disparage a competitor, you may feel that you're doing your client or prospective client a service by objectively pointing out important risks. But it may also send them the message that "These folks are focused on winning, not on helping me."

Today, Green observes, "Reputations spread like wildfire on the Web. Worse yet, reputations are no longer based on carefully crafted positioning statements but on suddenly public daily corporate life." So one who slings mud at his or her competitors quickly develops a reputation as a mud-slinger. The better strategy is to focus on the client and the value you can provide.

At one time, many professionals believed that doing the "right thing" meant losing. But in a time when trust is in short supply, Green says, "The odds of winning because you do the right thing are improving."

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From RainToday, www.raintoday.com, March 10, 2010, "When You Fling Mud at Competitors, You Get Dirty, Too."