别人也做同样服务时靠实际能力比较
How should we respond when a competitor matches our original selling point?
竞争商现在也允许两箱起订。你们不能再说自己唯一提供小单，需要检查本方库存和交付记录，看看还能稳定做到什么。
1 · 先听见真实对话
Colleague: What has changed in the competition?
You: Small orders are now available from both suppliers.
Colleague: What should we examine next?
You: We need to show how reliably we deliver.
Colleague: What evidence should support a competitive advantage?
You: A competitive advantage must be supported by our stock process and delivery record.
2 · 理解表达在这里做了什么
competitor analysis
a fact-based comparison with another offer
Our competitor analysis covers what customers actually receive.
只用可核实信息，不把传闻当事实；不需要获取对方私密资料。differentiation
a useful difference that matters to customers
Small orders are one source of differentiation for our service.
不同本身没有价值，必须说明帮助哪个客户解决什么问题。competitive advantage
a selling point that can be maintained in practice
That reliable small-order service may be a competitive advantage.
优势要经实践验证，也会变化；不能因为一次成功就说长期领先。3 · 跟读后，换成自己的信息
Small orders are now available from both suppliers.
两家供应商现在都提供小单。
We need to show how reliably we deliver.
我们需要展示交付有多可靠。
A competitive advantage must be supported by our stock process and delivery record.
竞争优势需要库存流程与交付记录支持。
We should update the comparison and fix any gaps in our own service.
应更新比较，并改进自身服务缺口。
保留沟通意图，换掉人物、文件或时间。简单而准确的句子同样有效。
4 · 接住对方的话
What has changed in the competition?
两家供应商现在都提供小单。
查看一种可行回答
Small orders are now available from both suppliers.
What should we examine next?
我们需要展示交付有多可靠。
查看一种可行回答
We need to show how reliably we deliver.
What evidence should support a competitive advantage?
竞争优势需要库存流程与交付记录支持。
查看一种可行回答
A competitive advantage must be supported by our stock process and delivery record.
5 · 换一个情境，再试一次
What if our delivery record is not better?
What if our delivery record is not better?
Address the changed condition. Choose a practical next step and explain why it helps.
- My response addresses the changed condition.
- I explain one practical action and its likely effect.
- I make the next step clear.
6 · 明天不看答案，再想一次
What has changed in the competition?