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.