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Paul Salamanca commented on

When a buyer says your competitor does “X”...

When a buyer says your competitor does “X” better...And you know it’s probably true. What do you say? Try this...“Yeah, they do that part really well. Even better than we do it”. 🤯There is nothing wrong with admitting your company isn’t the best at everything.No company is perfect.And the better reps won’t shy away from saying so.Stop trying to win every little battle and you’ll notice buyers will listen more to you.When they are more open to listen, you’ll be able to explain those more important things that they should be looking for instead that still makes you the better choice.🖐🎤 #sales #toponepercenter #salestips

Paul Salamanca
VP Global Sales at SecurityScorecard Inc.
Bravo
Jim Murphy
Good advice, admit where you are weaker, show where you are stronger it’s also a good idea to understand how much of an impact that weakness might be to them. Might be something to highlight to the product team (or next time you have that hat on). 
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15 days ago
Paul Salamanca
VP Global Sales at SecurityScorecard Inc.
Good point Jim. Do you tend to bring up first before customer asks or do you wait for it to come up?
Bravo
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15 days ago
Costin Gregory
Great scenario, Jim; one we all probably run into frequently. We have always found being proactive about any sort of competitive intelligence lowers the barriers for them to ping you on it in the negotiation/ proposal phase. 
Bravo
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15 days ago
Paul Salamanca
VP Global Sales at SecurityScorecard Inc.
I agree Costin - better to bring up before prospect does and arm prospect with better questions to ask competing companies 
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15 days ago
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