Outselling Your Competition Before They Show Up

Performing at a high level requires preparation, persistence, and practice. The same is true if you want to outsell your competition before they ever show up.

If you’ve followed us for a while, you know we enjoy coaching sales professionals and producers. Over the years, one theme comes up again and again in those conversations: preparation.

Let’s be honest—most people don’t enjoy practicing. Most prefer to believe they can show up in the moment, rely on instinct, and close the deal. They trust their personality, charisma, or quick thinking to carry them across the finish line.

But that rarely produces consistent results.

True professionals approach sales the same way elite athletes approach competition. They practice repeatedly, refine their process, and prepare long before the moment arrives. When the opportunity finally appears, they’re ready.

They’ve already done the work.

Three Common Sales Approaches

Over time, I’ve noticed that most sales professionals approach sales in three different categories. Understanding which category you operate in can reveal a lot about your long-term results.

The Blind Swing

The first type is what I call the Blind Swing.

This is often where less experienced sales professionals begin. They swing at everything in sight, hoping something will connect. The strategy is based on activity rather than intention.

They make calls, chase leads, attend meetings, and stay busy—but without a clear focus on who they serve best or where they provide the most value.

Occasionally, they win business through sheer effort or luck. But the results are unpredictable and difficult to repeat.

The Pick-Up

The second category is the Pick-Up.

These sales professionals don’t necessarily swing wildly, but they also lack a clearly defined strategy. They move through the market casually, picking up opportunities here and there.

They might rely on referrals, existing relationships, or occasional prospecting.

The problem isn’t that they’re ineffective—it’s that their growth lacks predictability. Revenue rises and falls depending on what happens to come their way.

They react to opportunity rather than creating it.

The Intentional Winner

The third type is the Intentional Winner.

This is the sales professional who understands exactly who they serve best, where they create the most value, and how to position themselves in the marketplace.

Intentional winners don’t chase every opportunity.

Instead, they identify the right clients and prospects with precision. They know the industries, challenges, and decision-makers where their expertise matters most.

Because of that clarity, they often outsell their competition before the competition even shows up.

Why Intentional Winners Win

Intentional winners succeed because they have a process.

They know the core value of the product or service they represent, and more importantly, they understand the business impact they can create for a client.

That understanding allows them to transcend price.

Instead of being seen as a vendor competing on cost, they position themselves as a business ally—someone who brings strategic thinking, insights, and solutions that genuinely improve the client’s situation.

When that happens, the conversation changes.

The client is no longer asking, “Who has the best price?”

They’re asking, “Who understands my business best?”

And that question almost always favors the intentional professional.

Preparation Beats Charisma

Another key difference between average producers and intentional winners is how they prepare.

Many people believe sales success comes down to charm or charisma. But those traits rarely build long-term relationships.

Intentional winners prepare for important conversations long before they happen.

They research the prospect’s business. They understand the challenges the organization faces. They anticipate questions and prepare thoughtful insights.

When they walk into a meeting, they’re not improvising.

They’re prepared.

That preparation allows them to lead the conversation, demonstrate expertise, and create trust quickly.

And once a client views you as a trusted business ally, it becomes much harder for a competitor to wedge their way into the relationship.

Winning Before the Game Begins

The most successful sales professionals don’t wait until a competitor appears to start competing.

They’ve already done the work.

They’ve clarified their market. They’ve refined their message. They’ve practiced their conversations. They’ve positioned themselves as someone who brings meaningful value.

By the time the opportunity appears, they’re not scrambling.

They’re ready.

So, How Intentional Are You?

Every sales professional wants to win more business. But the real question isn’t about desire—it’s about preparation.

Are you swinging blindly and hoping something connects?

Are you picking up opportunities as they appear?

Or are you operating as an intentional professional who understands exactly where and how you create the most value?

Because the truth is simple:

The best sales professionals aren’t just competing harder.

They’re competing smarter—and earlier. Often, they’ve already won the opportunity before their competition even knows it exists.

As you think about how you’re showing up in your market, ask yourself: are you reacting to opportunity, or creating it?

If you’re ready to reach your fullest potential and unlock your Bigger Future, reach out to us. We’d love to schedule a call to explore how we can help you elevate your success.

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