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How do you deal with LIARS from competition?

This is happening too often to be a fluke. It's typical for a prospect to talk to the same few competitors in my field. One, in particular, has been lying about my product straight up on multiple occasions. I've seen the fwd'ed emails from the competitor's sales team. They are aggressive and telling nefarious lies about my product (wrong pricing, incorrect info about our API, etc.).


Prospects are following up to double check but this is getting out of hand and very annoying. This has been flagged by management and they've reached out to said company about the misrepresentation but it falls on deaf ears. (No surprise there...)


I don't like bashing competitors (I don't even mention the lawsuits that people have filed against this company). What other alternatives are there to combat people who give sales a sleazy name...


(I'm currently working on getting testimonials and letting the prospects talk with clients to assure them that those things aren't true).



๐Ÿ‘‘ Sales Strategy
๐Ÿ˜Ž Sales Skills
๐Ÿ˜ค Conflict Resolution
8
CuriousFox
WR Officer
+11
Needer of Life Alert
Some people are straight up dirty. You know what happens to dirty people? Karma.ย 

I deal with similar shit. Dealers also like to sell my product less than what I quote. Nasty.

Rise above. Never talk shit about your competitors to clients. Only speak of your product and how your solution can solve their problem. This will make you stand out.

Send evidence of the bs to your management team and let their lawyers work it out behind the scenes. Stay clean, stay classy. ๐ŸฆŠ
looper1010
Celebrated Contributor
+12
Account Executive
Agreed, just gotta wait for karma to catch up
DaveGreen
Arsonist
+8
Head of Sales
Difficult one - I've never encountered this. But I'd do what you're already doing. Never talk bad about your competition.

In one of the companies I worked for, we regularly held smaller and local networking events where customers could come together and network over some drinks but we'd also invite a handful of prospects and 9 times out of 10 - we didn't have to sell them anymore as our customers did. If there were any doubts, seeing real people using the same software and having actual faces of the company there, made them disappear.
Difficult these days, but that might be something interesting to leverage in the future:)
looper1010
Celebrated Contributor
+12
Account Executive
That's a great event idea.ย  Real life testimonials are the best!
Justatitle
Politicker
+7
Senior AE
We had this exact same thing with a competitor of ours. If it is documented there is juice in a cease and desist followed up by a potential lawsuit. Seems like you need to see if your management is willing to do that. As far as what you should do, keep that high ground because your going to win more from not bashing and being straightforward, and when you prove your competition wrong to the prospects you will have eroded any trust the prospect had in your competition. Karma buddy it does existย 
looper1010
Celebrated Contributor
+12
Account Executive
Thanks! There's quite a few in upper management who's upset but the highest ranked doesn't seem to want to pursue this since it fell on deaf ears before.ย  Looks like I'll have to wait for karma to catch up
Justatitle
Politicker
+7
Senior AE
Itโ€™s worth it to bring it up again and just ask if a cease and desist with evidence is worth it.
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
If someone chooses my competitor based on a lie then I will let them go, and about 2 months later I will reach out and ask how implementation has gone. I'm fully aware that the feature they were told was superior does not work, or frankly does not exist, but they're locked into that annual contract and can't move. Is it painful for me to point that out? You bet your ass. However, I'm more likely to win in 10 months.
looper1010
Celebrated Contributor
+12
Account Executive
I like that, that's a great idea for a sequence for all prospects who went with competitors.
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
The first deal I worked on solo as an AE went with a competitor because they lied about how we handled a specific security interface. I was livid but had to deal with it. Called them up in 3 months, based on when they said they needed to be launched, and wouldn't you know it--they weren't up yet! We could have been done in 6 weeks, they were looking at 20 at the earliest. They had to sleep in the bed they made for THREE YEARS, and eventually went with us (after I had left).
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CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
You gotta call these things out. "Oh yeah, they say this stuff all of the time. It's not true but we're used to it by now." I also don't think it's competitor bashing to push back and say something like "I never bring this up unprompted but I want you to understand that their word isn't exactly good. They've been sued a number of times for false statements that led to customers making purchasing decisions."
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