Familiar sales rep scene:
You’re at your desk, brilliantly composing your finest cold email, when cha-ching!, your inbox explodes with an email from one of your prospects. It’s a forwarded message…from one of your competitors...
Your competitor's email to your prospect almost always reads something like this:
It was great speaking with you today!!! (Multiple exclamations points … desperate much?)
Here is the info we discussed:
The price of these features is X. (because Prospect said “just send me the price”)
Let me know if you have any questions!!! (because Prospect didn’t ask any during the meeting).
Sincerely, Competitor Sales Rep
Here’s the thing…while you are probably pumped to be getting all this juicy competitive info (those features!), your competitor has actually made your life much more difficult.
Your competitor has reduced the process to a list of checkboxes and prices, and your prospect is now simply fishing to see who can offer more features at a lower price.
But, fear not. When handled properly, you can take advantage of your competitor’s blunders and win this deal. Here are three tips:
Had your competitor followed this approach, that email would have never hit your inbox. Seize the opportunity they just tossed your way and take control of this deal.
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