Bad mouthing the competition says more about you than it does the competitor.
It can be tempting. But you have to resist the urge.
Put yourself in your prospects shoes.
They bring up the competition
then you immediately get into defensive mode 🥊
reading off your battle card of how weak they are in certain areas
and how much better you are.
Instead, take a step back. Take a deep breath.
“Linda, if I were in your shoes I'd also do my due diligence so I'm making the best decision for the team.”
“I’ve heard good things about competitor X. They’ve been in the market for quite some time and have a large database of contacts.”
“If you don’t mind me asking, what prompted you to give them a look?”
uncover it and proceed accordingly.
Don’t worry, you’ll get to talk about your competitor differentiators
……………………………………………
Don’t speak ill of your competition.
Embrace them.
Patience, the rarest and most valuable quality in sales, is about trusting the process and persevering through tough times, knowing that results take time, even when challenges test your resilience.
Too many demos lose a prospect's attention by starting with the home screen, settings, and notifications.