As a sales professional, it is vital that you ask about competitors. Most of the time, clients will readily tell you about competitors giving you important information to plan a competitive strategy, and properly position your solution. A small percentage of clients may refuse to answer. For them, a simple acknowledgement like, " I can understand" and then moving the conversation along, works well. Or you can ask, "I know you don't want to share names, but how does (your idea) compare to what else you are hearing?"
Today's quick tip comes from Linda Richardson, president and founder of Richardson, a leading global sales training and consulting firm. This tip was excerpted from Linda's chapter in Top Dog Sales Secrets.
1 comment:
Knowing the competition is like gold for sales people. This goes back to Sun Tzu's art of war. "Know your enemy"
Most prospects will not mind knowing about how your product is better or different than another. Having a good CI group in marketing can provide sales people with valuable information.
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