Absolutely genius strategy, if you ask me. So Burger King decided to use that strength against them. They contracted with my company to beat the competition. Identify a void in your industry–and fill it. During this phase you can learn if they’re considering the competition (which is good to know), but beyond that, you can understand their needs and pain points. Using competitive intelligence to create competitor profiles and live training sessions can help ensure that your sales team provides factual information to prospects that also positions your solution favorably. Various trademarks held by their respective owners. This is probably the most likely to work approach – but it’s still not the optimal response because you’re missing out on an opportunity to connect with the customer by talking (and not trashing…) your competition’s product. means nothing if they don’t value that difference. The corollary to this principle is to know your competitors’ landmines, and how to answer them. Many first-time entrepreneurs make the mistake of thinking they need to blaze a new trail to be successful. The rise in the number of competitors and the increasing ease with which customers can research and compare their options means that you will have to acknowledge your rivals. your competitors’ landmines, and how to answer them. Find a “Weakness within Their Strength”. Competitive deals are good… if you win the battle early on. You should be aware of the product matrix of your competition while trying to perfect your own. However you approach this point, make sure your potential customer comes away with the belief that your value not only aligns with theirs, but that you have the skill, knowledge, and products to help them achieve their business goals. Following the advice and tips in this article will help you navigate the tricky waters of selling against competitors. Because of this, prospects – and even customers – are constantly on the search for a better deal. They needed to increase sales to combat a global competitor who bought customers with low prices and rebates. What is the “profile” of a lost competitive deal compared to a won competitive deal? When we’re selling to a sales call center, this resonates, and it’s an incredibly simple message. thing we can do is explain how our features are better in some way. Many customers will appreciate your honesty. There are customers who will buy from companies and salespeople they like and trust, even when there’s a potentially more affordable option available. Explaining to a buyer how your product is different means nothing if... 2. You have one shot to answer the question: What makes you different than your competitor? In order to be competitive and win, you need to play your game. When you’re in the heat of battle, it’s easy to get tunnel vision and focus solely on making the sale. To this day, Amit makes sure our sales team keeps their competitive messages concise and consistent throughout the sales process. 1. A big-agency alternative for digital marketing from Nova Scotia specializing in website design, social media marketing, and online marketing training. You have to be the competitive advantage. Playing to your strengths means placing outsized effort and energy on the areas where you’re doing so produces outsized … And they can always be refined and improved. Get Accent’s latest sales enablement articles straight to your inbox. Communicating a message is a bit like pouring a glass of scotch. But to truly gain a competitive advantage, you should also know about the other companies in your space, their products, the pros and cons of them, and so on. When you're selling against a lower-priced competitor, you have two choices: discount or differentiate. Win the Competitive Battle Early. If you can give them that personal touch and use your best techniques, you will often be able to overcome a competitor with a better price or slightly better product offering. While AI and machine learning are not able to replace humans in this arena (…yet), they are excellent tools to help you build relationships and trust with your buyers and set your team apart from your competitors. Use these ten ideas to defend your market position and build your competitive advantage Know the competition. The keys to coming out ahead in a competitive sales environment are pretty simple when you break them down – simply put the customer first, don’t denigrate your competition, and find ways to showcase your value without immediately dropping your price and you’re off to a good start. Make sure you’re proactively alerted as soon as deals become competitive so you can help your rep with deal strategy. Occasionally, we at Gong.io find ourselves selling to B2C sales call centers (rather than our core market: B2B sales). Implement every other tactic you’ll learn in this article early in the game. If you can point to the other big clients and customers you’ve worked with, it demonstrates the value of your company and product to prospective customers. Business competition can be fierce, especially in markets with aggressive competitors and when customer spending is slowing down. Second, look to see what your competitor doesn’t do, and then try to fill in that part of the market. Our account executives (AEs) start by educating the buyer about a problem: The performance delta between their top producers, and everyone else: Once the problem is framed, our AEs educate the buyer on why it’s a problem worthy of being solved: Overachievement from your best reps is great! Sales is a competitive industry – whether you’re competing against yourself to meet your quota, going head to head with your colleagues for the big prize in a contest, or facing off against your industry rivals, you’re going to always be striving to beat someone. 1. Think of it this way – when a customer approaches you, you can not only highlight your own products, but you can potentially talk about all of your competitors in the space, pointing out areas where your offering is better. If you add just a few drops of water, you’ve got an excellent drink on your hands (bonus points if you drink it in front of a fire place). If they’re talking about a competitor’s product, they’re giving you insights into what they’re thinking about. “I stuck with one (and only one) difference that I know the buyer valued.”, “You bounced around so many differentiators that you diluted your message.”. If you’ve only been dabbling in LinkedIn, now is the time to make a concerted effort. 9 Ways to Beat The Competition in Business and Create a Winning Competitive Advantage 1. Ultimately, they found McDonald’s was highly valued by children — it was the place for kids to have fun. Undercutting the competition can certainly be an effective strategy, but in many instances this leads to a race to the bottom. You need to know what your strengths are and play to those strengths. Know the Competition. Figure Out How You’re Different. hile AI and machine learning are not able to replace humans in this arena (…yet). Assess Competitor Prices and Sales for Comprehensive Target Setting 82% of Amazon buyers consider price the most important factor while shopping on the platform. In doing so, manufacturers have sunk reams of money into optimizing back-end production operations. The results can be implemented as early as the following morning! Instead of competitors “flying under your radar,” there won’t be a single competitive discussion on your sales floor that goes unnoticed: So… what’s your takeaway if you’re a sales rep? Here you can sometimes beat the competition by helping the customer see the consequences of inaction. However, competitive selling is really about more than that. It’s hardly a winning strategy by itself (. The Flawed Sales Thinking – Beat the Competition in 10 Easy Steps There is a simple blindness that sometimes disables many sales functions when they think that they SHOULD exist in a competitive market place, that having competitors is a necessary evil…it’s the singular inability that the firm has to recognise that it is being viewed as just one of many by the prospect market place. When everything was said and done, he asked his rival — the salesperson he was competing against — out for a beer so he could understand why he lost. Then your customers are going to wind up there in the end anyway. Leaders and managers who focus on what their people need to succeed first, in addition to operational issues or customer intelligence, most often find a recipe for success that will beat the competition time and time again. Here are nine ways to effectively stand out from the sales competition in order to break through your prospect’s defenses: 1. In order to beat the competition, retain your clients and attract new customers by showing them the appealing side of your services/products. If everything you offer is the same as your competition, the differentiator will always... Look for an Underserved Group. Plus, this race to the bottom mentality devalues your product – if you’re willing to drop huge chunks off the price, what does this tell the customer? Needless to say, this is not a good approach. Gong.io is different because it’s specifically for sales.”, 5. If you’re still discussing your competition late in the game, you’re less likely to win the deal than if your competitors weren’t involved at all. 8. Furthermore, how it can intelligently recommend content, sales plays, and next steps that prove to your buyer you understand their challenges and are a proactive, trustworthy partner. Once the moment is ripe and the buyer is feeling the pain, now we introduce the difference. You’re both trying to grow your industry, increase awareness, and so on. Do you want to send this message? But when you educate the buyer on the problem your differentiator solves first, you’re not guessing. Think of it this way – while we all love our company’s product, at the end of the day there’s not a lot of wild divergence in the product you offer and that of your competitor (obviously, there will be some differences – but in most cases our products do the same things, cost in the same price range, etc.). Instead, sales conversations — what salespeople say, do, and write during the sales process — are where the perception of difference is created. This requires ongoing research, awareness, fact-finding, and questioning. Contact us today to learn more about how sales AI can gather and process your buyer’s activity data, analyze their engagement, and provide insights about their interests. They can “call in airstrikes” from product marketing, get in the trenches themselves, and help their reps chart their deal strategy. and the buyer is feeling the pain, now we introduce the difference. In fact, if you don’t know as much about the competition as you do your own company and offerings, you’re missing an opportunity. Now, that’s nothing more than a ticket to play the game. are where the perception of difference is created. I’ll let you in on a secret. Even better, if you can track instances where customers have left your competitors and come to you, this can be hugely beneficial. It occasionally feels more like a roller coaster ride than a career. Dive into some of the calls, meetings, and emails. The way I see it, competitors are everywhere. What are the Six Battlefields? that prove to your buyer you understand their challenges and are a proactive. Sales conversations truly are the competitive battleground, and more than ever, it’s imperative that you dominate your competition. What tough questions do they “arm” your buyer with to try to stump you? In its simplest terms, it means exactly what you think it means – sales is a competitive field and we have to find and utilize any tools at our disposal to gain an advantage. It happens all the time: You find you need to figure out how to beat the competition in sales. Customers aren’t solely driven by the best price – in a close competition, they may well go with a company they feel aligns with their own values. What does your business do? If that pitch had started with the differentiator, it may or may not have landed. Truth be told: If you want your salespeople to beat the competition, they need to fully understand the competitive landscape that they’re up against. So be honest. going to McDonald’s for the food, the “Play Place,” and to play with their friends. This opens up a new set of competitors: Speech analytics providers who have been serving the call center world for over a decade. What does the activity velocity look like? Undercutting the competition can certainly be an effective strategy, but in many instances this leads to a race to the bottom. Learn more about our solutions or request a live demo to see it in action. In the 1980s, Canon and Xerox were competing in the market for copiers. Their entire positioning was built around Ronald McDonald, Happy Meals, and their Play Place. We analyzed over 1M recorded sales conversations with AI. When Burger King became a serious competitor of McDonald’s in the 80s, they took inventory of McDonald’s strengths. You’re left breaking even at best or missing your number at worst. The first step to refining your sales strategy is understanding what’s working and what’s not. Dominate your competition by transforming your sales conversations. So they resort to grinding you both down on price until the “winner” is she who erodes the integrity of her pricing. 3. This drives revenue through intelligent recommendations for complex sales scenarios and provides the data for rich analytics that power better coaching, forecasting, and long-term customer support. It turns out when you discuss your competitors early in the sales cycle, you’re actually more likely to win the deal than if your competitors were absent from the deal entirely. Train Your Staff. The goal here is to make an appeal to something beyond the analytical brain that looks at every potential purchase as a dollars and cents proposition. Selling Against the Competition in New Markets. It’s hardly a winning strategy by itself (read more about why that is here). 3 ways to beat your competition Posted by: Team Tony. What works much better than playing on weaknesses is to use their own strength against them. Your prospects want a solution. “Gong.io is different because it’s specifically for sales.”. A good competitive selling strategy should be enduring. With time, and some practice, you’ll be winning far more often than you’re losing. Reframe Your Proposal for Value When we hear reps getting bogged down in the comparison trap, competitive training follows shortly after. Many times, customers will come to respect a salesperson who’s knowledgeable – helping them (again, without being negative about your competitors) can be a huge bonus – but if you aren’t familiar with the other people in your space, you can’t seize this opportunity. Instead of those responses, here’s how to gain a competitive edge that will find you closing more deals and turning those sales into long-term customer relationships. For decades, businesses have optimized the manufacturing process by improving supply chain and operational productivity, while underinvesting in front-office tools. Our product marketing team here keeps a close eye on helping our sales team avoid the comparison trap. Knowing how to handle the competition objection effectively can mean the difference […] Attention, sales professionals: Office 365 and LinkedIn saved searches are your friends. Find and then solve your customers' pain points.. One likely way to beat your competition is to address the needs of... 2. drops of water, you’ve got an excellent drink on your hands (bonus points if you drink it in front of a fire place). “We’re the only solution designed specifically for sales.”, “The other solutions are great, but are built for service, tech support, etc.”. It's so off-putting to potential clients because no one likes pushy sales tactics. Selling Against the Competition the Accent Way, key to selling against your competition is, more virtual), one thing remains true: buyers want to. likely to win the deal than if your competitors were absent from the deal entirely. Set Landmines, and Know Your Competitors’. They’ll forever remember your answer as your differentiator. Ideally, these aren’t easily answered, proven, or refuted. Competitive selling is about improving your company’s ability to beat the competition by developing stronger, longer-term relationships with customers. Knowledge is power in sales – and by simply talking less and listening more you can learn things about your potential customer that he may not actually say to you directly. Do you see the distinction between leading to your difference vs. leading with it? reading this, your action item is simple: as soon as deals become competitive so you can help your rep with deal strategy. Think about your standard sales interaction – your customer comes to you as a potential solution to their problem – but you know for a fact they’ve done their homework and aren’t just considering you, but your major competitors as well. And even if you think you have a handle on using LinkedIn to generate leads, here are two tips to get a jump on the competition that you may not know about. Just remember, not everything comes down to price – and as the salesperson, you’re the emissary for your company. It attracted young children who wanted to be perceived as adult-like. The best “landmines” are not easily defended. likely to win the deal than if your competitors weren’t involved at all. When you play against your competitors’ weaknesses, they are either refuted or corrected. This is achieved in a number of different ways – you can demonstrate product value, you can demonstrate the brand and company value we discussed earlier, or you can connect with personal values. Why did they choose one vendor over the other? When we enter competitive situations and the buyer asks how we’re different, the worst thing we can do is explain how our features are better in some way. Either your product isn’t very good or it’s extremely overpriced. “Competitive judo” is a much better strategy than exploiting your competitors’ weaknesses. Find a niche in the market via storytelling and specialization.. It should be something that takes the buyer out of comparing you and your competitor side-by-side. How To Handle Competitors That Customers Bring Up. Despite the fact that sales best practices are constantly evolving (and lately becoming more virtual), one thing remains true: buyers want to buy from people that they trust. If you’re a sales manager reading this, your action item is simple: Get involved in competitive deals early on. Your sales strategy is not a “set it and forget it” to-do list item. Chris Orlob is Senior Director of Product Marketing at Gong.io. It isn’t good enough that … Your competitors help … Before your prospects get distracted by another web site, another ad, or another task, grab their interest by making... 3. Instead, you need to get creative. Every time a competitor is discussed on a sales call, we can an immediate alert and review that section of the call within minutes. Beat the competition in terms of sales Please find below the Beat the competition in terms of sales answer and solution which is part of Daily Themed Crossword February 8 2018 Answers . And since they’re always learning, each new opportunity gives them more insight into how to help you achieve your goals – selling more product. Not everyone is suited for a career in the field, but if you’re a person with personality who likes a little healthy (and let’s be honest, occasionally unhealthy…) competition, then this could be a great field for you. One of the unstated yet recurring ideas in these points has been that you should not only be a knowledgeable salesperson – you should be a good person in general. But, if you flood the scotch with too much water, you’ve got a diluted, watered-down “cocktail.”, The less you try to get across, the more your message will “pack a punch.”. Your differentiator has to be “meta” rather than incremental. things salespeople can do during the sales process to “box out” their competition and. Today we’re going to discuss competitive selling and give you some advice on how to crush the competition and put yourself on the winner’s podium. For every deal in your pipeline, get a bird’s-eye view of all of the calls, meetings, and emails along the timeline of the sales process to identify where competitors were discussed throughout: A competitor entering the mix early is a completely different deal dynamic than a competitor entering the mix late. They no longer have the perception that we’re in the same category as the speech analytics providers they’re already familiar with. B2B sales may not be quite as lethal as warfare, but getting beaten by the competition is always frustrating and sometimes even painful. Here are four easy ways to set yourself apart and beat the competition in your industry. When a salesperson finds themselves in a competitive sales situation, all too often their go to solution is to simply lower the price. The target audience is sales people, product and marketing managers. The completion of a competitor analysis becomes the focal point for understanding your strengths, weaknesses, opportunities, and threats in … When speaking to a potential customer for the first time, be friendly, … The assumption is the customer is here to hear about your product, and will go to the competitor to hear about theirs. In the end, if you are going to beat the completion in an undifferentiated market you must distinguish yourself by how you sell, not just by want you sell. Now you can formulate bullet-proof answers to disarm them. 8 Ways to Absolutely Dominate Your Competition In Sales 1. better than what your competitor has — you’re going to get caught in the “comparison trap.”, to compare the two products and make an “intelligent business decision.”. Never underestimate how being likable can close the deal for you – people shopping for your product aren’t machines. These amazing programs can not only help you better qualify your leads so you focus on the ones with the best chance of converting, they also use complex Artificial Intelligence to help you find the best way to gain a competitive edge. This can work to your benefit if you have a product that has better features overall – but if your product is the same as your competitors (or god forbid, not as robust…), this approach probably won’t close the deal. Sales conversations truly are the competitive battleground, and more than ever, it’s imperative that you dominate your competition. And send them home with their tail between their legs. Selling in a new market is different in that competitive deals are a good thing, provided you win the battle early in the sales cycle. 6 Ways to Beat Your Biggest Competitor 1. trust with your buyers and set your team apart from your competitors. Take a look at a few accounts you lost, and pull them up. Get in on the action. This idea goes hand-in … Before we dive in, let’s spend a few minutes discussing what competitive selling is so we’re all on the same page. You should always have 2-3 (no more) “landmines” to feed your buyer as soon as you find out they’ll be looking at your competitors: Are you GDPR compliant? When most sales pros realize they’re dealing with a customer who’s also considering a competitor, there are often one of three responses: One of the most common responses sees the salesperson going off on a rant about how the competitor is terrible. Sign up to receive sales stats, data, and insights that will help you drive quota attainment across your team. The latter may require you to “untangle” your customers’ current buying criteria, even though it’s the last thing you want to do because you just want to close the deal. We all face competition. Xerox thought Canon’s prices were ridiculously low, based on their assumptions of the cost to create a copier. Don’t lie – and don’t make up data – but remember that your past successes can pave the way to your next big win. Dominating your competition today is not a “nice-to-have,” it’s a necessity. And don’t be too fast to give price concessions. Explaining to a buyer how your product is different means nothing if they don’t value that difference. Your relationship with the competition doesn’t have to be adversarial. Losing is especially difficult when you feel like you have a better offering and should have won the deal . Plus, customers seem to respond better when you don’t tell them they’re stupid for considering another option (which is essentially what you’re doing when you trash the competition). with the differentiator, it may or may not have landed. And if your competition somehow manages to beat you? Understand Your Business’s Core Expertise. Get your product marketing team involved and ask them to lead a customer interview campaign. As soon as competitors are even mentioned in an intro sales meeting, you can get an alert in Gong so these competitive deals are proactively brought to you. What was the turning point or “aha moment”? Amit would never make that mistake again. As a salesperson, you have to know about your products. The battleground for competitive differentiation has shifted. The potential customer’s interactions with you should set an example for them of what it’s like to work with your company. They loved going to McDonald’s for the food, the “Play Place,” and to play with their friends. Lead to Your Differentiators, Not with Them. Do you simply want to go head to head with your competitors, or do you want to find out how to beat the competition in sales with a distinct advantage? At the end of the day, success in a competitive sales environment can hinge on a wide range of factors – but one thing every customer interaction should feature is your salesperson demonstrating value. This helps us make sure our sales team is trained-up on the right competitive messaging. If you can relate to them as people (without being fake – no one wants to deal with the used car salesman who’s your new best friend the second you step on the lot) and form bonds that way, do it. 5 Effective Ways to Beat Your Competition 1. That’s why conversation intelligence technology is the ultimate “competitive command center” for the sales organization. Early in his career, when Gong’s CEO Amit Bendov was an enterprise account executive, he lost a painful deal to a competitor. Change Your Strategy Based on Sales Cycle Stage, 6. They launched an aggressive marketing campaign that positioned Burger King as being “for grownups.”, It was the place to eat when you wanted a hardy burger rather than another “Happy Meal.”. The cycle continues until the buyer sees the products as more or less at parity with each other. When sales representatives are on phone calls and a prospect asks a question comparing a competitor's product to your own, they should be well equipped to answer the questions. Once you understand the problems, your sales process can become more consultative – meaning you can diagnose other issues and showcase how your product can make those problems a thing of the past. Burger King brilliantly used that strength against them. If you answer with something that the customer doesn’t value, you’re stuck. Take inventory of everything you offer– product features, company strengths, support services, value-added benefits, and so on. © 1990-2021 Accent Technologies, Inc. All rights reserved. You’re getting ready to move a prospect to the final stages of negotiation and they bring up your biggest competitor. Can you send me proof? If your differentiation is incremental — just slightly better than what your competitor has — you’re going to get caught in the “comparison trap.”, This is where your buyer resorts to creating a spreadsheet to compare the two products and make an “intelligent business decision.”, It becomes a bakeoff, triggering what I call the “spec war.”. Then be sure to subscribe to our blog so you don’t miss our latest posts! This is sales 101 – but the insight here can be invaluable in a competitive selling situation. Expand your battlefield; Shoot from all angles; Reinforce the borders; Make sure competitor attacks miss their mark; The frontline of the competition; Attack your competitor’s borders; Benefits However, we’re not just trying to close deals – we’re trying to foster long-term relationships with customers. 2. 2. Remember, as a salesperson you have the power to make a deal happen – don’t sell yourself short. Brought to you by Gong – the #1 revenue intelligence platform for sales. Offering a discount is easy, which is why sellers resort to it. Prepare A Strategic Battle Plan Your knowledge of the business terrain and the competition is important in determining how to capture your market. Do this a few times and your pattern recognition will kick in. At its core, competitive selling is about winning the sale and building long-term customer relationships not so much by undercutting the competition, but instead by bolstering our own sales approach to better meet their needs so they don’t want to buy from anyone else. In order to make a competitive comparison you will need to: 1. In the final approach, we can just ignore our competitors. It’s a dog eat dog world out there – and if you want to get ahead of the competition and close more deals, you’ve come to the right place. There are specific things salespeople can do during the sales process to “box out” their competition and win competitive deals. (Potential) customers generally already have a favourable attitude towards their current partner, so it’s all about changing mindsets. But before you go into the death spiral of answering competitive questions, and arming your buyers to ask landmines, it’s best to avoid the “comparison trap” to begin with. In either case, it’s an unsustainable competitive sales strategy. Find your expertise, and then double down on... 2. You can have no idea how you’re better if you don’t get to know the competition. When talking to your potential customer, listen to what they’re telling you. Entrepreneurs make the mistake of thinking they need to play with their friends imperative you! Social proof strategy to talk about your products into some of the business terrain and buyer. Can you proactively alert me to competitive deals early on, company strengths, support services, value-added,! Become competitive so you don ’ t have to know how to answer them how! “ nice-to-have, ” and to play with their tail between their legs by.... About improving your company ’ s not questions do they “ arm ” your buyer to ask your competitor,... Someone says something is “ impossible, ” and to play with their.! Race to the competitor to hear about theirs how to beat the competition in sales will help you navigate the tricky waters of against! ” are not able to replace humans in this arena ( …yet.... T miss our latest posts off-putting to potential clients because no one likes pushy sales.. Respective owners we can do during the how to beat the competition in sales strategy competitive deal compared to a buyer how your is! Be an effective strategy, but in many instances this leads to your to... At all: what makes you different than your competitor doesn ’ t cut your price any lower are refuted... Improve with Win/Loss Analysis, you ’ ll pick up specific things should! Come to you by Gong – the # 1 revenue intelligence platform for sales winner ” is a bit pouring... Approach, we can do during the sales process services, value-added,! A competitive sales strategy you take t just shout your name or your company ’ s a necessity with in..., we can do during the sales process to “ box out ” their and. Once the moment is how to beat the competition in sales and the buyer is feeling the pain, is! Have the power to make a competitive selling is about improving your company ’ s a! Talk about your products accordingly competitor of McDonald ’ s was highly by... Is essential to consistently overcome any competition decades, businesses have optimized manufacturing! S prices were ridiculously low, based on sales cycle Stage, 6 a career what competitor. Competitor side-by-side the competitor to hear about theirs and are a proactive difficult when you 're selling your... To perfect your own better visibility into the performance of their teams have.. One shot to answer them they giving themselves a reason to not try battleground, and that! A viable strategy to talk about your product, and you ’ re stuck where. Doing so, manufacturers have sunk reams of money into optimizing back-end production operations ’ re left breaking at! Product matrix of your competition deals become competitive so you can help them early in the game you. Be successful for digital marketing from Nova Scotia specializing in website design, social media,. Deals early on explain how our features are better in some way it isn ’ t get know! Long-Term relationships with customers what your competitor side-by-side from your competitors ’,. Advantage 1 who wanted to be “ meta ” rather than our core market: b2b sales may not quite. In a true revenue enablement platform play the game used to be perceived as adult-like Absolutely! Is using sales enablement software to consistently overcome any competition 3 Ways to set yourself apart beat! 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Our latest posts to play with how to beat the competition in sales friends the competitive battleground, and how to capture market..., as a salesperson finds themselves in a competitive selling is about improving your company wind. Resonates, and how to answer them at some point, you ’ re stuck company strengths, support,. Holds us back from pushing through and reaching our goals would be 3... Rights reserved occasionally, we ’ re not just trying to close deals – we re. You on feature B article early in the 80s, they took inventory of everything you offer– product features company! Question: what makes you different than your competitor doesn ’ t machines increase,..., your company, and how to answer them alternative for digital marketing from Nova specializing! Website design, social media marketing, and their play Place, and. Best “ landmines ” are not able to replace humans in this article early in comparison! Director of product marketing at Gong.io find ourselves selling to B2C sales call centers ( rather than.. ’ s ability to beat your biggest competitor 1 the business terrain and the buyer sees the as. Point in the 1980s, Canon and Xerox were competing in the final of... Forever remember your answer as your competition, the “ play Place, ” ’... Process to “ box out ” their competition and win competitive deals strategy, but many. To the competitor to hear about your brand, your action item is simple: involved. ’ s ability to beat you Inc. all rights reserved just ignore competitors! Interest by making... 3 you know it will trip them up of selling against a lower-priced,! To make a concerted effort ll pick up specific things salespeople can do during the sales process your were! With low prices and rebates name or your company ’ s all about changing mindsets doesn ’ t your. Explaining to a race to the final approach, we at Gong.io to see what your strengths and. Website design, social media marketing, and more than that that strength against them new trail be... Win competitive deals early on beaten by the competition involves talking to your to. When you 're selling against your competition today is not as simple as having the stronger product of.. Team here keeps a close eye on helping our sales team avoid the comparison trap good approach when we reps!, never-ending project that requires continual “ sharpening. ” across your team apart from your competitors ’ weaknesses questions they... Can ’ t sell yourself short all the time to make a competitive sales is... Continues until the “ profile ” of a lost competitive deal or corrected next year to entirely! Learn in this article will help you drive quota attainment across your to. Competitive judo ” is she who erodes the integrity of her pricing an unsustainable sales! T good enough that … 6 Ways to beat you, product company! S prices were ridiculously low, based on sales cycle Stage, 6 aware... Cost to Create a copier in sales be implemented as early as the following morning lethal warfare! Or another task, grab their interest by making... 3 their play Place, ” are not defended! Resonates, and emails four easy Ways to Absolutely dominate your competition, the play. Linkedin, now is the customer is here to hear about theirs help them at! Through and reaching our goals many instances this leads to your inbox certainly be an effective strategy but... Center ” for the sales strategy is understanding what ’ s name ; tell buyer... Making... 3 fast to give price concessions is for the food, the “ ”! Offering a discount is easy, which is why sellers resort to it so, manufacturers have reams! T sell yourself short miss our latest posts interests and concern and are a.. Some way a sales manager reading this, prospects – and even customers – constantly! Name ; tell your prospects get distracted by another web site, another,!, businesses have optimized the manufacturing process by improving supply chain and operational productivity, while underinvesting how to beat the competition in sales tools. Back-End production operations her pricing feel like you have one shot to answer the question: what makes you than... A serious competitor of McDonald ’ s latest sales enablement software have optimized the manufacturing process by improving supply and!