11 min listen
How do I sell value without badmouthing the competition (even if they suck)?
How do I sell value without badmouthing the competition (even if they suck)?
ratings:
Length:
12 minutes
Released:
Feb 19, 2020
Format:
Podcast episode
Description
Paul shares three tips to help you sell against a (sucky) competitor without badmouthing them. Show Notes “We all have that one competitor that everyone loves to hate.” It’s shocking how some customers choose a solution that is vastly inferior to other alternatives. Yet, these same decision makers are not likely to change. “Even if the competitor is really terrible, there are still a few customers that like them.” Have you ever noticed that people have trouble admitting they’re wrong? “When people make any decision, they feel the need to justify their decision.” The buyer’s need to justify their decision can cloud their vision of a better alternative. “People love sticking with what is familiar.” The status quo is a formidable competitor. The fear of the unknown is greater than sticking with a subpar solution. When you’re selling against a sucky competitor, try these three things… “Call attention to your strengths by…” “Recruit internal champions to help you…” “The buyer’s ego might get in the way of accepting your idea. So, instead of offering the same solution try…" *** Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. The Q and A Sales Podcast is edited by The Creative Impostor Studios. Thank you for tuning in. Make it a big day. http://www.theqandasalespodcast.com
Released:
Feb 19, 2020
Format:
Podcast episode
Titles in the series (100)
What’s the worst sales advice you’ve ever received?: Paul shares the worst sales advice he has received. This is a great episode on what NOT to do in sales. Show Notes: Have you ever wondered why timeshare sellers get a bad reputation? Well, one of them told me some of their secrets to create false... by The Q and A Sales Podcast