The Competitive Snapshot® is a tool that will help your salespeople understand their competitive position through an understanding of what decision criteria the customer will use to compare you to the competitive alternatives. All buyers have a set of criteria they use in making smart buying decisions. Top performing salespeople understand their customer’s decision criteria, know their strengths and weaknesses against those criteria; and develop a strategy to capitalize on their strengths and minimize their weaknesses. This mapping process will make your sales team realize that “price” is NOT the only or most important criteria their customer is using to compare them against the competition.