Stop Bashing Your Competitor

This is a major customer pet peeve.

Many sales rep try to "get real" with customers, but this is not a smart strategy.

Even if the competitor's product is WAY inferior, and light years behind yours in terms of technology and capability, YOU can't be the one to point it out.

Customers are generally smart and well-educated. And sometimes, they chose that competitor for a past project, so if you talk negatively about them, you're basically telling the customer they did a bad job.

Stay positive, be interested in what they have to say, and ask questions that get the customer thinking, so that when they walk away, they think to themselves:

"I have a lot of questions I need to ask the competitor. I need to make sure they can do all the same things, because I really want all that."

And when they DO ask those questions of your competitor, they'll realize on their own why the competitor is inferior. Don't lose the sale before it even starts, because of your own negativity.

What has your experience been like? Let me know in the LinkedIn comments!

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