ADPNir

Major Accounts District Sales Manager

Who else are you shopping with?

hey all! I have a prospect that I know is shopping with other companies while shopping with me, we are getting close to the finish line, but I want to dig in further on who else he's shopping with. what are some probing questions I should ask him about what other companies he's thinking of working with?

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DungeonsNDemos

Big Shot

Rolling 20's all day

did you bring this up in the beginning of the sales cycle? A great way to do so is just be candid and ask "Often people who purchase from us consider a variety of solutions, who else are you considering?"
Or you can ask who they're looking at so you can provide guidance of the differences between them and you.

You want to be there first and be there as the guide. Be the benchmark against all others.
If you're not first, fight for the position of advisor.

InQ5WeTrust

Arsonist

No marketing, mayo isn't an MQL

DungeonsNFacts

Sunbunny31

Politicker

Sr Sales Executive 🐰

You said what I meant to say, but better!

Kosta_Konfucius

Politicker

Sales Rep

Couldnt agree with this more

Mono

Opinionated

Customer Retail Associate

Smooth as butter, clear as water and polite, as it should be.

CuriousFox

WR Officer

🦊

Come right on out and ask. Don't be shy.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I usually ask this question in the discovery call itself. It's better to know who you are up against from the start, so you strategically place the differentiators in the demo and the pricing.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Those that ask the questions often get answers. Start asking.

Sunbunny31

Politicker

Sr Sales Executive 🐰

You mean who your competition is?

So, assuming you've uncovered what they need and how you solve it, have you found out what the decision criteria are? What are they basing the purchase on? Is that something your solution does well or extraordinarily well?

Will your prospect need to present an internal business case for the purchase? If so, that's one way to get more information. You can ask about what other vendors they are looking at so that you can help build a case and provide the differentiators that your product will bring to the customer.

I've also flat out asked which other vendors they're looking at, again with the goal of helping them get focus on what the differences are between the solutions.

However, I don't know where you are selling or what, so bear in mind there may be cultural differences in our approaches; I'm in the US, selling software, and we can often be forward when asking questions. I know that is not advisable in other markets. If you're selling to a buyer that will be taken aback by too forward a question, then definitely soften how you're asking.

TennisandSales

Politicker

Head Of Sales

you could just straight up ask.....if they dont answer you can say
" well most people when they look at us will have hear of X,Y and Z companies have you spoken with them?"

if they say no, then you say: "well dont worry most groups will speak with them and then realize we have the better solution because of XYZ.

also id make sure it actually MATTERS that you know. if it doesnt really matter, then dont bother asking

DevSomeBiz

Valued Contributor

Senior B2B Sales Guy.

I like to flip the script a bit, but you need to be confident in your offering. "You know, you should run this past someone at CompanyX, just to get some perspective on our offering. Who else have you spoken with?"

jefe

Arsonist

🍁

Just straight up ask. Easier earlier in the process though.

@DungeonsNDemosput it very succinctly.

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ADPNir

Who else are you shopping with?

12 comments

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