Your client is questioning a competitor comparison. How can you address their objections effectively?
When a client starts questioning the comparison between your product and a competitor's, it's a pivotal moment in sales engineering. You're tasked not just with selling a product, but with providing a solution that stands out amidst a sea of alternatives. Your client's objections are not roadblocks but opportunities to reinforce the value of your offering. By understanding their concerns, you can tailor your response to highlight why your solution is the superior choice.