fbpx

[ezps_tp_post_layout video=”T6OI0T0h8pk” description=”Sales Competition. How To Handle Competitors That Customers Bring Up.

Always compliment a customer’s previous buying decision. How to handle competitors when customers bring them up.
http://claudesblog.com/
What do you do when s sales prospect asks you about a competitive company, product, brand?

The worst thing you can do is run down the other company, brand, salesperson, or product. Why? Because you have no idea how the prospect feels about that competitor.

What if the prospect likes your competitor? What if their parents bought the competitive product? What if they are thinking of buying it…because their cousin started working for the company?

And you never know what they currently believe about the competitive offer. And the odds are, the prospect isn’t going to tell you everything that they think about the competitor’s product, or why they are asking about it.

So, the best response is to say something nice about the other company, product, or brand. I like to say that “I know many people that have that brand and are very satisfied with it. Why do you ask?”. But I say “Why do you ask?” after I have complimented the other company.

And sometimes the prospect (or someone they love and respect) has already bought from that other company. And saying anything bad about the other company, is an indirect insult to that other person and their decision making ability. Many sales have been lost by insulting another company…losing the sale…and never knowing why.

And the best way to transition from that product/service to your product/service is to say that the other product has many advantages for someone that isn’t in the same situation that the prospect is in. In other words, the product is a great choice for someone else, but not your prospect and their needs. Of course, only say it if it’s true.

Don’t run down another company, even if the prospect does it themselves. That will come back to haunt you, either in that sale or another one down the road.

Imagine Closing 80-90% Of Your Prospects On Your First Call…
Without Call Backs Or Having To Negotiate Price.
One Call Closing Reveals How To Do This.

Have you ever had a prospect give you any of these objections?

"I want to think about it"
"I need to talk to my lawyer/brother/spouse before I go ahead with this"
"I can’t afford it"
"I can buy it cheaper at (your nasty competitor)"
"We always sleep on it before we decide"
Are you tired of talking to prospects that won’t ever buy, and string you along?

Does It make you sick to tell your loved ones "It’s a number’s game, I’ll get the next one"?

That all ends now.

Start Increasing You Sales by 200-500%
The Insider’s Guide To Closing Sales: Secrets Your Sales Manager Will Never Tell You And Probably Doesn’t Know.

You have been lied to by Sales Trainers and Sales Gurus. Stop listening to Sales Trainers that only close sales in their dreams. Stop reading sales books by authors who have never made a sale.

Inside you’ll discover:

The closing myths sales trainers tell you that are hurting your sales
How to prepare the customer to buy, even before they see you.
The best way to discuss price, and when to bring it up.
What not to tell prospects, that will guarantee they won’t buy. You’re doing it now.
How to handle competition, and make it irrelevant
When to answer objections. It’s not what you’ve been taught.
All the questions you need to ask for the customer to close themselves.
And yes…..
The Single Most Profitable Answer To Any Buying Objection You Will Hear..

Every method in the book is proven in the field. Everything taught has been used successfully in thousands of sales presentations. Everything you read here works.

Most sales books are like digging a ton of dirt for a few nuggets of gold.

If you seriously want to increase your sales, and make closing in one call a habit…You have just hit the Motherload.

"The Only Thing You Won’t Be Able To Close…Is This Book"

To order the Kindle version, just go to;
http://www.amazon.com/One-Call-Closing-Claude-Whitacre-ebook/dp/B00H3PFB4U/ref=sr_1_1?s=digital-text&ie=UTF8&qid=1387834905&sr=1-1&keywords=claude+whitacre” subscribe=”UCc2G_ryjlELtqqxpT4I_J6w”]

Leave a comment

This site uses Akismet to reduce spam. Learn how your comment data is processed.