Every sales person has to compete for the business. In some cases, there can be dozens of competitors, and in other cases, only one. Regardless, the five percenter sales people understand that the more knowledge they have of the competitors, the more equipped they are to present their own offerings in a positive light, and, therefore, the more sales they will earn.

But knowledge of the competitor doesn’t come by osmosis, creeping into our heads during our sleeping hours without any effort on our parts. Like everything else in the sales professional’s job, it takes disciplined, methodical effort.