Beating the Competition
Read ArticleEliminate Your Competition Early
Change is hard and inertia kills deals. Surface your prospect's pain early and challenge them politely so 'we'll stay put' doesn't sink the sale.
Topic
Beating the Competition
Eliminate competitors early, win bids, and stop selling on price alone.
6 articles
Beating the Competition articles
Qualifying Opportunities
Read ArticleBreak the Rules & Win More Bids
RFP buyers control the process. Qualify hard before responding, then use re-direct or time trade-off tactics to win on margin, not low price.
Handling Objections
Read Article“I’m Happy…Why Should I Change?”
When a prospect says they're happy with their supplier, don't pitch. Try 'Maybe you shouldn't change', a pattern interrupt that takes the pressure off.
Beating the Competition
Read ArticleDealing with Competition
You won the deal, but a beaten competitor may retaliate on price. Here's how to lock in the commitment before retaliation costs you the sale.
Questions & Listening
Read ArticleThe Babble about “The Best”
Claiming you have 'the best' makes prospects skeptical. Get them to reveal their challenges with questions before you make any claims about your product.
Qualifying Opportunities
Read ArticleColumn Filler
When you suspect you're just column filler padding a competitor's bid, say so and ask whether you have a chance before wasting hours on unpaid consulting.