Overcome Overcoming Objections: How to Address Competitors

We don't want to say derogatory things about anyone, including competitors. Yet, the temptation is great when we know we’re so much better and our prospects are thinking about choosing them! So… how do we handle this predicament? What wise, appropriate and successful way to handle this?

Before I answer this, let’s look at the alternative
If you approach this by talking about what your competitors are not or what they don’t have, you are spending time talking about your competitors! Now you've got your customers and prospects thinking about them and not you. Ouch. You want air time focused on you and them not them.

The easy solution
The good news is, it's easy. Simply say, "What companies like about me is. . ." This six word preface is 100% positive, focused exclusively on you and your good points, and directs the conversation where you want it to go. Now you can say anything you want, and you’re taking them where you want them to go. Now, you are in charge of the conversation, and you have them focused on you and your good points.

This gem will help you avoid pitfalls and speed the sales process.

Here's to stress-free sales,

Jenae Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com