It's time to get your thinking cap out again. I'm here tostretch you out of your comfort zone so you can see things in newways. Today we're going to look at your very best customer — theone you love working with and who contributes a fair share to yourincome.

Know who I mean? Good, because now I want you to put yourselfin your competitor's shoes. You want this account reallybadly, and you know exactly who's currently got the business.

Stop the competition from stealing your bestcustomers

Here are four critical questions to stop your sales competitionfrom stealing your best customers (or to stealtheirs!):

1. Do you see any weaknesses you couldpotentially exploit?

2. Are there any industry or market trends thatcould create an opening?

3. Is your rival addressing all the client'sneeds — or just some? Could that be a way in?

4. How has the client changed? Does he needhelp in new areas?

Those are just four questions to ponder; you can comeup with your own. But do you see where I'm going with this? Bylooking at your best account from your competitors' perspective youcan do two things:

1. Find out where you're vulnerable so you canprevent poaching.

2. Identify areas where you can create newsales opportunities.

So take some time today and think about it from the other guy orgal's perspective. What you discover could help you guardagainst losing your best client.

Jill Konrath is the author of SNAPSelling and Selling to Big Companies. Ifyou're struggling to set up meetings, get a free Prospecting Tool Kit.