HarryCaray

HMFIC

First hand look at the competition

Working a deal where we'd be replacing a small competitor of ours. Tried something new and asked them if they'd be willing to demo their current processes back to me (thus giving me a demo of the other solution), and they agreed. Not only does this give me tons of useful intel for my opp, such as challenges/pain points, what they love and want to keep, etc., but also getting a ton of competitor intelligence. Don't know why I never thought to ask for this, and I'm frankly kind of shocked they agreed to it, but I'm definitely going to be asking for this more often. Thought y'all might want to give it a shot!

🔎 Prospecting

👑 Sales Strategy

☁️ Software Tech

14 comments

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Beans

Big Shot

Enterprise Account Executive

I did this before "I'd love to see your current workflow", they walked me through, showed their benefits and highlighted the perceived gaps. Made it very easy to justify the switch and increased cost with us.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

That question /statement leads to a gold mine of information. I use it frequently.

jefe

Arsonist

🍁

I've...never done this either. It's awesome. Definitely had things like this described but never full on demo'd. Only related/integrated solutions, never competitive.
Thank you for sharing

CuriousFox

WR Officer

🦊

HAAAARRRRYYYYYYY 😍

HarryCaray

Notable Contributor

HMFIC

here for you bud

CuriousFox

WR Officer

🦊

🦊❤🥃

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I have never asked for a prospect to demo their current solution, but I often ask the to walk me through all types of processes. I find this exercise very helpful in id'ing pains and furthering my sales process.

HVACexpert

Politicker

sales engineer

Well done, will definitely keep this in mind.

AnchorPoint

Politicker

Business Coach

Interesting

Diablo

Politicker

Sr. AE

I try to get an understanding of how they are using the existing solution not necessarily demo but it helps you get a lot of insights

GDO

Politicker

BDM

That's really smart!

pirate

Big Shot

Account Executive

Wow this is clever. Never tried it

Sunbunny31

Politicker

Sr Sales Executive 🐰

This is such a great question to ask. Heck, even if it’s a bespoke system and not a current competitor (which is a bonus), you get the opportunity to see the world through your prospect’s eyes. Taking that time with them also shows your investment in them as well.

ApocalyBoom

Politicker

Account Executive

I don't ask them for the opportunity to give answers, but I often ask them to guide me in a different direction. I find this really helpful in alleviating pain and improving sales results.