Sales trainers do well to focus on the basics, such as prospecting, presenting, answering objections, and closing the sale. In spite of this training, salespeople often struggle when they come face-to-face with the competition. The first rule of sales competition is dont slam your competitor, yet many salespeople (inadvertent though it may be) do just that. They dont say, Their product is inferior! or Their service is horrible! or Have you seen their consumer ratings? but they still become critical of the competitor in a slightly more subtle fashion.
The first thing out of the salespersons mouth will be a veiled (or maybe not so veiled) argument about why buying the competitor is a bad decision. The next statement will be a point about why their product or service is a superior offering, usually backed with scads of data, proof statements, etc.
Most salespeople use the following strategy when they are competing for business. First, they attack the competitors offering. Second, they point out the best features of their product or service. Often the conversation is feature-focused but it can also cover topics such as the company, service, and other details. The...
To view and download this full PLR article, you must be logged in. Registration is completely free. Once you create your account, you will be able to browse, search & downlod from our PLR articles database of over "1,57,897+" on 1,000's of niches and 200+ categories without paying a penny. Click here to signup...
