Well, you’re at pricing. You’ve presented your product or solution. You’ve discussed the pricing and terms when you hear the infamous saying: “Let me think about it.” If you’re in sales, you know how this feels when those words come out of a prospect’s mouth. Objections can be summarized into two categories: Usage and Value (but that’s another topic for another time). But you know what? In my experience the “Let me think about it” is only a bad thing if it happens every sales call. Some people really do have to think about it. Let’s dive in further.
When it comes to your competition, how do you handle yourself during a sales call? Have you bashed them? Do you exaggerate your company? Do you argue or debate with a prospect why they should do business with your company rather than your competitor?
Unfortunately, if you’ve gone down this road, your emotions got the best of you, and you probably didn’t earn the customer’s trust or respect.
We all want to aggressively compete, but “mudslinging” your competition is not the right approach. So, how should you properly address the competition? Simple. Tell YOUR company’s story. (more…)