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Coaching Your Reps to Competitively Differentiate

Posted Sep 23
# winnerscircle
# sales reps
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SPEAKERS
Jody Geiger
Jody Geiger
Jody Geiger
Revenue Enablement Coach @ Klue
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Leigh Quinlan
Leigh Quinlan
Leigh Quinlan
Sales Manager @ Klue
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Erin Neal
Erin Neal
Erin Neal
Sales Manager @ Klue
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SUMMARY

When it comes to the art of competitive selling, the devil is in the details.

Join Jody Geiger, Revenue Enablement Coach at Klue and host of Winning as Women, and two of Klue’s Sales Leaders, Erin Neal and Leigh Quinlan, as they walk through how they coach their sales reps to differentiate from the competitors throughout the deal.

Here is a quick summary of how they competitively differentiate:

🙋‍♀️ Ask for consent

Ask your prospect if you can directly call out some of the competitive differentiators between you and your competitor in a demo, sales call etc. Let them give you the green light to compare and contrast first; if they say no, just focus on the strengths of your product

🤷‍♀️ Don't pretend like other competitors don't exist

If a prospect mentions your competitor, address their statement directly If it's something the competitor does better, acknowledge it; if it's a lie, correct the record.

🙅‍♀️ Resist the itch to pitch

Guide your prospect toward ranking their main problems before you start pitching If you pitch before you even know how your product can help, you risk losing credibility right off the hop.

Watch the full session now.

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19:56
Posted Sep 23 | Views 61
# winnerscircle
# exec buy-in