Mr Brown's embarassment over the alleged smear campaigns reminded me of the first rule of sales - never, ever 'diss' the competition. Why not? Because the more you talk about the competition the more attention you give them and the more important they become in your client's mind. I have occasionally come across salespeople who spend so much time having a go at the people they see as their competitors that I've learned nothing at all about their own products and find myself wanting to check out the competition at the first opportunity.
Of course, we consultants are much more subtle about things (aren't we?) but if you ever find yourself kicking off with; 'Of course, we're not like the big consultancies who .... ' maybe you should rewind and try again.
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