Steal Your Competitors’ Best Customers with This Proven Framework

Sales Tip Of The Week 💡

Asking questions is a critical piece of the sales process. Some questions create sales resistance or defensiveness with your prospect, others open them up.

Example:

Bad: “Why do you have to think about it John?”
Good: “Totally get that John, yea this is definitely worth thinking about. Do you think it’s more about our ability to [provide outcome] for you or something else?”

Better questions are going to help you get better answers with less resistance.

Remember that old saying: It’s just business, nothing personal? 

It should be your motto if you’re trying to be consistent in sales. Sometimes, the perfect customer is just drifting out there, waiting on a solution—any solution to find them.

But what about the ones already using a competitor?

How do you convince them to jump ship?

Sometimes, beating quota means stepping on some toes.

But there’s a way to get it done.

Copy this method and quadruple your sales ⬇️

How to Know a Prospect is Using a Competitor

There are tools you can use to do this (like builtwith if you are selling software), but there are also free options.

Examples of the latter are job postings on LinkedIn, where they’ll mention the solutions they currently have in place.

You can also stalk the profiles of sales and revenue operations managers.

They like to mention what tech their companies are currently implementing.

Focus on the top 2-3 Competitors

Narrowing down this list will take some work.

Do your research and implement test runs.

Take some of these products for a spin, and figure out what features set your product apart.

If you’re selling software, all the better. Software companies allow free trials of their products.

By testing out these solutions, you can figure out their strengths and, more importantly, their weaknesses.

This knowledge will help you work your USP into your pitch (this is how you will create some differentiation).

Personalize Your Outreach by Showing Your Hand

We know personalization is the way to go.

But when you’re aware that the prospect is using a competitor, you can take it a step further.

Let them know you know they’re using another solution—make this the foundation of your pitch.

It shows that you’ve put thought into your outreach, and you’re not just pushing out automated emails to randoms in your contacts list.

Point out the great things this other company does.

Then, explain why customers typically come over to your side.

All of this should be tactfully done. You’re trying to persuade a customer to test out your product— not running a smear campaign.

It May Come Down to a Buy-Out Deal

The customer may be locked in a 2-year contract with your competitor.

The smart thing to do here is to make things easy for the customer to make their decision.

Say they’re less than 10 months into that contract; it makes sense to give them 14 months free.

It simplifies the transition for the customer and shows you’re willing to spare them the headache.

Sales Q&A

How to Keep Prospects Engaged After Demo

Read more here.

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