Today’s sales tip is very very simple and it is also counter intuitive. So we all know to never put down the competition.
If you ask top sales people — they will tell you one of the top 5 things of not to do is never put down the competition.
Now — if your current customer asks you what you think of your competition – your first instinct might be to put them down, talk about how bad they are and say “I would not touch them with a 10 foot pole!”
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It is tempting, but that is not going to do it. There are spats online, and horror stories online, but you should not involve yourself in that. Even if you have all the facts and figures that state otherwise, just don’t.
As soon as you put down another company, it leaves an inner bad feeling with your customer. They start to wonder why you are talking about them.
How to Answer Your Customer Correctly
Now, if your customer says, “I just started doing business with so and so. What do you think about them?”
Your reply should be, “Oh yeah they are good and a lot of companies do what we do, but the reason that our clients prefer us is because of our . .. . ” You fill in the blanks.
Don’t talk about what they don’t do. Regard them as one of all the others and share what your company has to offer.
You should have enough confidence in your own products that you should be able to just talk about them.
For example — you sell tv’s. They are available everywhere — Walmart, Amazon, etc. You need to have something extra. This is what happens in a commoditized market.
You need to add something extra like free delivery, this service, this warranty, a free gift, a free tv stand, etc.
You need something that will work for the customer and not for you. Just talk about them. Don’t worry about the competitor. Just concentrate on yours.
Find your difference — your USP – and if you don’t have one, create one. It is not from your point of view but from the view of your customers.
Tuesday Toolbox Tip
Today is Tuesday and it is time for a toolbox tip. Now, this one is one I have mentioned before but I love Roboform. It is a password manager. I have used it forever. Roboform syncs on all your devices and will allow you to get all your passwords at the same time. Click here to instantly download our FREE Book “The 71 Ultimate Marketing Tools”
I have over 700 stored in there and if my computer ever dies, I still have access to it.
Be sure to tune in tomorrow for the Wednesday interview series with Ryan Langford.
