Bring It On Dealing With Sales Competition
Below is a MRR and PLR article in category Internet Business -> subcategory Web Hosting.
Bring It On: Navigating Sales Competition
Summary:
Sales trainers emphasize the essentials like prospecting, presenting, handling objections, and closing deals. Despite this, many salespeople falter against the competition. A key rule in sales is to avoid criticizing competitors, yet some inadvertently do so. Instead of overt disparagement, subtle undermining often occurs.
Keywords:
Motivational Speaker, Sales Trainer, Keynote Speaker, Sales Coach, Relationship Marketing
Article Body:
Sales trainers know that focusing on the fundamentals?"such as prospecting, presenting, responding to objections, and closing?"is crucial. Yet, even with this training, salespeople often stumble when facing competitors. The cardinal rule is to avoid belittling competitors. However, many still unintentionally do so, not by making overtly negative remarks but through subtler critiques.
Typically, salespeople start by hinting at why choosing a competitor might be a mistake. They quickly follow up with reasons why their product or service is superior, often bolstered by extensive data and testimonials.
This strategy usually includes two main tactics: first, critiquing the competitor’s offering, and second, emphasizing the best features of their own product or service. Conversations tend to revolve around features, company benefits, and service details. This approach has two major pitfalls:
1. Criticizing a competitor implies that the prospect is making a poor decision. No one enjoys being told they’re wrong.
2. If the prospect has previously purchased from that competitor, the salesperson risks alienating a potential client by criticizing someone the prospect may trust.
Consequently, prospects may ignore the benefits of the salesperson’s offering, focusing instead on the perceived attack on their judgment and possibly their relationship with the competitor.
A more effective approach avoids criticizing competitors and instead acknowledges them professionally. Here’s a more effective conversation starter:
“Mrs. Prospect, I’m familiar with XYZ Inc. and their product. They do certain things well, such as [provide example]. Our products might not always be the perfect fit, but for your needs, I believe our solution is ideal. Let me explain why.”
This strategy respects the competitor, recognizing that they provide valuable solutions in certain situations. It admits that no product fits every need, positioning your offering as uniquely suited for the prospect. By focusing on your unique value proposition, the prospect sees the benefits of choosing YOU.
Opening this way reassures the prospect, demonstrating professionalism and genuine understanding of the competition. It allows you to highlight your strengths without relying on your competitor’s weaknesses.
In sales, competition is inevitable. To stand out, avoid the amateur pitfall of disparaging competitors. Instead, communicate with professionalism and clarity. Your approach will influence whether you’re ranked in the middle or shine as a top sales performer.
You can find the original non-AI version of this article here: Bring It On Dealing With Sales Competition.
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