[Video] How to Knock Out the Existing Sales Competition


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How do you get a prospect to budge off their status quo? After all, they’re already doing something to address their needs. Maybe they’re using a competitor or perhaps they using in-house resources.

To make that happen, here’s a strategy I’ve often found helpful. Don’t try to replace the sales competition. Instead, figure out how you can add on to their existing program, process or technology. Then they won’t have to justify something new.

For example, many of my prospects already have consultative sales training programs that they’ve invested lots of time and money in. They don’t want to bring in something new. So, instead of talking about replacing it, I focus on augmenting it — by adding an upfront program on prospecting — which is a critical issue for many sales organizations.

Think about how you can co-exist with what your prospects are currently doing. Could there be a gap that needs to be filled? A missing link? Once you get your foot in the door and prove your worth, then you can go after the bigger opportunity.existing sales competition

Question: What are some strategies you use to overcome the existing sales competition?

Republished with author's permission from original post.


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