JC10X
“I’m not trying to beat the competition as much as I’m trying to win the customer.”
Do you know more about your competition or your customer?
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Solution Selling = Customer Focused
Naturally, this can lead to competitor intel being very useful when trying to make your case that your solution is the best answer to your customer’s specific problem but it all starts with focusing on your customer and being very thorough during discovery.
Naturally, this can lead to competitor intel being very useful when trying to make your case that your solution is the best answer to your customer’s specific problem but it all starts with focusing on your customer and being very thorough during discovery.
Flawless answer as usual
Up voted - absolutely. Follow the customer though, not the competition, the rest will come.
100 percent i find my competition useful to figure out where to hunt but its never gunna make the kill shot for me
Customer - If I'm toooooooooo focused on the competitors, I'll end up being like them.
This! Can it be upvoted twice!?
hopefully? hahaha
Right now I've hyperfocused on the competition due to lack of knowledge of what they offered, so I had to get busy with that. Left the Custy forgotten.
Glad you've realized that! Never forget the custy, thats the root!
happened to me too then i realized they don't know what their doing either hahaha
IDGAF about my competition.
Why not?
Maybe I was too quick to answer with a cocky remark. I do think it's important to qualify the competitor as much as you can via the customer to understand the weaknesses. Ultimately, that qualification, plus the ability to create a winning, long term relationship, puts much less focus on the competition and what they are doing, and more on what I am able to do for my customers.
I'm of the opinion that each of us are climbing our own Everest, and how we each get to the top may be different than how our competition gets there.
I'm of the opinion that each of us are climbing our own Everest, and how we each get to the top may be different than how our competition gets there.
i could hear you sitting up in your chair for that comment hahaha. i fully agree
Status Quo is your greatest competitor.........sales mastery comes AFTER you have learned this. Meaning nobody on this thread knows shit!
This
i resemble this remark
Why focus on the competition if I don't understand my customers needs? do they? How would I know if I'm only paying attention to my competitors? Everything should be focused on the customer not the competition, let us focus on the customer and have the competiiton worry about us!
Ha, love that! Good, always remember the goal is to acquire customers so it's best to focus on what they care about.
Agree, let the customer teach you about them, and focus your solution on their needs!
I sat in on an AE discovery meeting with a massive enterprise company. One of the attendees snapped at my AE and said “I don’t want to hear any more about how you’re better than (competitor), just tell me how you can help our business.”
We found it a bit abrasive and unfair bc it makes sense to compare to their current process. But after reading this post and the comments I’m starting to think he didn’t know enough about the prospect.
yea i have run into this challenge when one of my AE's wasn't able to make the connection for the client between what he was doing, the results the competition had gotten from the same actions and the difference between us and them. when really the client was just so over it all he wanted was a price and a promise the client already new his problem and path.
This was pretty wise, I think we often forget about customers and just focus on competition!
us too last year then we found out in from linked in that they where doing to same to us! so we literally had niched in on each others markets instead of expanding into new pockets.... it was a bloody war that neither party had realised we where fighting hahaha
Sounds like the lobby for warzone.
You play to your prospect, if you run into a competitive scenario then you pivot to how your values reduce their pains more efficiently.
Customer always, their needs may lead me to learn about the competition, but customers first fo sho
Competition
I don't have any kids so sorry if i don't have any tips or you but the meme was amazing hahaha
Right now I've hyperfocused on the competition due to lack of knowledge of what they offered, so I had to get busy with that. Left the Custy forgotten.
100 percent i find my competition useful to figure out where to hunt but its never gunna make the kill shot for me
If you win the customer you already beat the competition....Just know your strengths against each competitor incase their names come up
It’s good to know what is important to the customer and what you competitor does differently than you.
I have a one year old and WFH it's been a blessing but we've had our fair share of craziness too.
If the kids are old enough I would say have a chat with them right before you will get busy, give them your undivided attention, make them feel special and heard, then explain you will not be available for a brief amount of time, and check in as soon as you can.
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