What to Say When a Prospect Tells You They Already Use a Competitor.

            Your lead has just told you that they already work with one of your competitors. Game over, right?

            Wrong. Seasoned sales experts will tell you that having a lead who buys from a competitor is actually a good thing: it means they already know how useful your product is. Now, all you have to do is show them why your version is better than the alternative.

            Remember that only 2% of sales occur in the first meeting.  That means 98% of sales are made after time has passed and trust has been built up, so be persistent. Just because someone has bought from your competitor doesn’t mean they won’t be willing to change.

            But how do you do it? Here are 4 general strategies that every salesperson should know.

            #1: Never downplay your competitor–it’s insulting to your prospect.

            Imagine if you just purchased a great new sports car, the one you’ve been dreaming of for years. You’re proud of your decision, even if you feel like it might have been a little irresponsible.

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