assassinaylor
Addressing competition
When asked "who are some of your competitors?", what approach do you take?
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4
They already know who your competitors are so address it up front in a positive manner.
Yep, this is the right answer. If you say "we don't have competitors!" they're going to see right through that.
Well....who else are you evaluating in this process??
I like this. turn it back to them to open up more.
It all depends on the position of your solution in the market but generally, I will name some legit competitors.
It depends on what segment of the market you sell to, what you sell and how vast the field is. I've sold SMB up to Fortune 500 and I'd recommend different approaches throughout.
A lot of SMB buyers simply don't have the bandwidth to educated themselves so they may legitimately not know all of the options. If you're selling to an org that has dedicated roles for different technologies, they already know the answer. They're looking for you to show honesty but also differentiation.
A lot of SMB buyers simply don't have the bandwidth to educated themselves so they may legitimately not know all of the options. If you're selling to an org that has dedicated roles for different technologies, they already know the answer. They're looking for you to show honesty but also differentiation.
Honestly, my take on this is just be up front about it.
I feel as though we live in a world where buyers are more informed than ever and have more access to information than ever before.
As such, I’d rather address my competitors while I am talking to the buyer to gauge where they stand relative to exploring the competitors’ offering.
Putting it on the table gives you a chance to control the discussion.
I feel as though we live in a world where buyers are more informed than ever and have more access to information than ever before.
As such, I’d rather address my competitors while I am talking to the buyer to gauge where they stand relative to exploring the competitors’ offering.
Putting it on the table gives you a chance to control the discussion.
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