ventox35

Sales Leader

Inferior product, how do you differentiate?

If your product is clearly inferior to your competitors, how do you find differentiation? Lee Salz wrote a freakin book about it (Sales Differentiation)..but curious about any success stories/tips/strategies as a salesperson to successfully implement using the WAY you sell as your differentiator. How do you overcome all of the obstacles that stand in your way as an inferior product?

👑 Sales Strategy

📈 Closing

10 comments

Sort by:

paddy

WR Officer

Director of Business Development

What do you mean by inferior? Less features/capabilities? If that's the case then spin it by selling the Toyota to the common man instead of the Mercedez to the high end prospect.

If that's not the case help me understand what you mean by inferior.

ventox35

Politicker

Sales Leader

competitors are billiond dollar corps with 90% market share...

BmajoR

Arsonist

Account Executive

That's tough. I'm not in this position, our product is actually better, but our reputation is still building so I can somewhat relate.

I just highlight our strengths where I know our competitors fail or fall short. Make sure to be subtle about it though, otherwise you'll unintentionally draw yourself into a side-by-side situation.

Can you solve their problems despite being the lesser product? If you can answer yes, then focus around how you're solving their problems and play to your strengths.

SaaSam

Politicker

Account Executive

When you say "clearly inferior" it leads me to believe that there is no upside to using your product over the competitor. Judge me if you want but I would go work for the competitor.

1nbatopshotfan

Politicker

Sales

I agree with this. I’d like to know how inferior the product is. Maybe the original poster is positioning it for the wrong market?

ventox35

Politicker

Sales Leader

there's a need for what we do. but the competitors hold a duopoly (90% market share). our product isn't bad, it's fantastic.

but we don't have the resources/infrastructure they do

funcoupons

WR Officer

👑

I want to rep the best. Go throw a resume at the competition.

CuriousFox

WR Officer

🦊

Value. What you do well that others can't.

That's the best I can give you with what you given us.

MCP

Valued Contributor

Sales Director

This is subjective, the client decided what’s better for them. Just focus on needs & desires for future outcomes and accentuate the positive. Maybe your product has less bells n whistles but also costs less.

friendlyginge

Politicker

Account Executive

My product is the best in the space but we are still growing the brand. We lose deals because some orgs would rather pay less and sacrifice some functionality

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

ventox35

Inferior product, how do you differentiate?

10 comments

Related posts

What is the best product to sell in 2021?

thE Most DIFfiCUlT prODuCT To seLl ???????

Are any of us selling a truly proprietary product?