You're facing a client's doubts about your competition. How do you prove your offerings outshine theirs?

One of the first steps in addressing a client's doubts is to actively listen to their concerns and acknowledge their perspective. This shows that you are taking their doubts seriously and are genuinely interested in addressing them. It's important to remain calm and professional during this conversation, as emotions can often cloud the discussion.

Whenever your client shares their concerns about your competitors, listen to them carefully with the intent to understand, not to counter. Ask questions to dive deeper into the points they highlight and how they think these issues should have been handled. Understand the impact and consequences of the issues not being addressed as they would like. Then evaluate your options on how you can overcome this situation. This gives you the power to: 1) Avoid getting stuck on the same doubts with other clients. 2) Improve your offerings to match market demands. 3) Learn information about your competition that might not be publicly available.

Para entender as dúvidas um cliente diante ofertas concorrentes é crucial algo além de simplesmente ouvi-lo. É fundamental fazer as perguntas certas para você saber o que mais importa. Tranquilize o cliente, entenda sua necessidade detalhadamente e sua capacidade ou limite financeiro ou de investimento. Tire as duvidas do cliente sobre o seu produto e case os objetivos dele com as soluções que seu produto apresenta.

When discussing your unique selling point (USP), ensure it resonates with the prospect. You don't always need to talk about features. First, uncover their pain points and then evaluate what you can offer. -If the client faced challenges with support, explain why your company invests heavily in the CSM team. -If they had issues with past implementations, highlight your self-serve guide or experienced project managers (introduce one in your next meeting). The goal is not just to sell with your USP but to give the prospect enough confidence to consider your solution. Craft a compelling story to differentiate how you manage all your customers and generate strong word of mouth. Offer to connect them with your customers in similar companies.

When facing a client's doubts about your competition, focus on proving your unique value. Highlight specific benefits only you offer. For example, share a success story where your tailored approach solved a client's problem quickly. Show them testimonials and case studies that emphasize your exceptional customer service and innovative solutions. Offer a demo or trial period to let them experience your product firsthand. By demonstrating your unique strengths and providing tangible proof of your success, you'll show why choosing you is the best decision.

While addressing features is crucial in sales prospecting, it yields no results if not matched with the prospect's pain points. Different products competing in the same category have more or less 80% of features in common. You need to find out what's stopping the prospects from choosing you over your competition. Understand the specific challenges they are facing, talk about potential approaches to tackle the situation, and then discuss how your product solves them in the most effective way. While these discussions may feel successful and comprehensive, always ensure to summarize your discussion, send minutes of the meeting, and offer a mutual next step. Success in sales prospecting in a competitive space is more Science than Art.

Conheça seu concorrente! Algo importante a se considerar é o quanto você conhece sobre o seu concorrente. Lembrando que conhecer o concorrente não é para dizer os pontos negativos e sim para reforçar os seus pontos positivos frente ao concorrente. Falar mal do concorrente pode atrapalhar a sua negociação por não passar confiabilidade e caráter. Conhecer o concorrente e citar as diferenças passa credibilidade de que você sabe o que está vendendo.