How to Beat Your Competition

Updated: April 08, 2011

Let's look at a few facts and then put together a sales strategy. To start with, if a prospect hasn't bought anything yet, it means they haven't found exactly what they're looking for, right?

And, as always, only your prospect knows what the magic "it" is (their true buying motive), and so it's up to you to ask the right questions to figure out what it's going to take to close each particular prospect. I'd start with these:

1. If your prospect is telling you they can get it cheaper somewhere else, ask:

"Why haven't you gone ahead and placed your order there yet?"

Or,

"Yes, that is a good price, just curious, what's preventing you from going with them on this?"

Or,

"What were you hoping to gain by talking with me (or with my company)?"

All these questions will force your prospect to tell you what their real buying motive is and will give you a chance to earn their business.

2. If your prospect says they have been doing business with X, or that XYZ offers more service, or better add-ons, etc., say:

"Yes, I've heard about their offer - what's missing about it that still has you looking around?"

Or,

"Yes I know, in fact many of their customers call me as well. What motivated you to call me?"

And,

"Yes _________ I know all about the other companies and their promotions. Just out of curiosity, why haven't you made a decision on this yet?"

Featured Research
  • What You Need to Know About VoIP Security

    No matter the industry or area of expertise, a strong VoIP system is the perfect tool for any business looking to take both its internal and external communication to the next level. more

  • Are You Using These 5 VoIP Features?

    In large part, the success of your business depends on the strength and reliability of your team’s many communication networks—this includes your Voice over Internet Protocol system (VoIP). more

  • Video Conferencing Best Practices

    Video conferencing is quickly becoming one of the most important communication channels for both small and big businesses. As more businesses turn to this technology, expectations about the experience are also rising. It’s not enough to just offer video conferencing as a communication method. You also need to meet minimum audio and visual standards, and there’s even proper etiquette to consider. more

  • 10 Contact Center Myths Busted

    For most forward-thinking companies, the use of contact center software is on the rise. That said, in spite of contact center software’s sudden rise in popularity, a number of myths have begun to take shape. more

  • Go Mobile and Increase Employee Productivity

    The Bring Your Own Device (BYOD) and Voice over Internet Protocol (VoIP) tech trends now allow people to work whenever, wherever, and however they want—mobility makes it happen. more