Competition leads us to sell value to prospects!
Question: There are some new ‘players’ in my market. How do I effectively displace the competition?
Answer: Instead of thinking the competition is a problem, welcome it! Competition is one of the foundations this country is built on. It’s as simple as asking some questions. However, before you can ask the ‘RIGHT’ questions you must learn your competition.
Begin by shopping you competition. Learn what they offer. Study their value proposition. Identify their unique selling proposition. Additionally, when you lose business to the competition learn why the customer chose them. Remember the Chinese proverb; “Keep your friends close and your enemies closer!”
Make a list of all things you do that you competition doesn’t. Then formulate assumptive questions that you can ask when you learn the competition is in the door.
Never assume your benefits are more important and remember, when you are telling you are not selling. Don’t tell you prospect why they should buy from you, ask them the right questions to help them discover they need you.
Every time you ask a question that causes you prospect to say, “I don’t know’, you create more value!
Questions are the answers to most of sales challenges. Of course you have to LISTEN!
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Head Coach and CEO
Sales Development Expert