Ask your prospect if you can directly call out some of the competitive differentiators between you and your competitor in a demo, sales call etc.
Let them give you the green light to compare and contrast first; if they say no, just focus on the strengths of your product
♀️ Don’t pretend like other competitors don’t exist
If a prospect mentions your competitor, address their statement directly
If it’s something the competitor does better, acknowledge it; if it’s a lie, correct the record.
♀️ Resist the itch to pitch
Guide your prospect toward ranking their main problems before you start pitching
If you pitch before you even know how your product can help, you risk losing credibility right off the hop.
I’m a little biased, but this was my favourite session of the day. These three sellers are so damn good at their job — it’s a pleasure getting to work with them.
Coffee & Compete Community Corner
Sometimes a LinkedIn post hits you in all the right places. No matter your discipline, finding the balance between strategizing and actually doing the work is no easy task. Finding the right rhythm is perhaps a better way to think about it. It won’t ever feel completely balanced at any given point in time. But if you slalom back and forth between the two, you might just find the right beat.
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