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How to Beat The Competition #430
Does it chill you when you talk to a prospect and they mention they have your competitor? Does it seem like the competition is better than you? They’re faster, cheaper, has higher quality and there is nothing you can do to overcome them? Or maybe you can’t wrap your head around why your prospects even consider the competition. You know their products are crap and you’ve got superior solutions and each time you hang up the phone you mumble, what fools! If this rings familiar, the Tao has advice you just might find valuable and give you, a competitive advantage.
Today’s Chapter: Awake to Competition
Awake to the marketplace
Never underestimate the competition
Respecting their strengths
Yet keen to their weaknesses
Discovering opportunities
Ever watchful of impending threats.
Underestimating your competition
means thinking that they are evil
You destroy the three greatest things
of Patience, Simplicity, Collaboration
Today’s Story
In the hallway Chris pulled Pat aside and said “Pat! I keep losing deals to the competition. There are two players that keep beating me out and I don’t know how to overcome them. What should I do?”
Pat nodded in agreement and responded. “We have tough competitors. They have been in the market longer than us and are more well known. But we have the new innovation and that’s going to be the differentiator for some clients.
Do this: each time you talk to a prospect that has the competition, find out why they like them, why they stay, and discern what we’re missing. This is gold for our product team. Also ask about what the competition is missing. This knowledge will help guide your qualifying.
Lastly, always remember your greatest competitor is inertia. We lose more deals to a prospect making no decision vs all the competition combined. When we patiently collaborate with our prospects, they seem most interested in becoming loyal clients”.
Take Action Quote
Dale Carnegie, the author of “How to Win Friends and Influence People” once wrote,
“The world is so full of people who are grabbing and self-seeking. So the rare individual who unselfishly tries to serve others has an enormous advantage. He has little competition.”
Worthy competition makes us better competitors. Competition pushes innovation and makes the world a better place. When you see your competitors with a healthy point of view, it allows us to focus first and foremost on our prospects and clients. It’s in serving them vs beating the competition where we find success.
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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