Beating The Competition

Business to Business sales, beating or out-positioning the competitor can be challenging; especially when the prospects are using a product or service which resembles yours.

There are many components which can influence the prospect to make the decision to engage with you and your company, one of which is KEY - BUILDING THE RELATIONSHIP.

How do SALESPEOPLE build a relationship with a new target when there's an incumbent in place already serving the needs of the company? Here's a suggestion:

Learn to speak to the person's subconscious mind! Now this may sound a bit crazy so just follow along...

We know from Behavioral Specialist that the SUBCONSCIOUS MIND is 50,000 to 500,000 times more powerful than the CONSCIOUS MIND. If we understand that the subconscious is controlling 85 to 95% of our activities every day, then we begin to understand how speaking to the subconscious can greatly affect the prospects decision. Let's look closer...

The conscious mind houses our CRITICAL and LOGICAL THINKING. When making TRANSACTIONAL purchases our mind simply looks at the facts, how it can be used and what is the benefit and boom, decision is made CONSCIOUSLY.

The Subconscious mind is responsible for EMOTIONS, VALUES, BELIEFS, INTUITION AND IMAGINATION. In BUSINESS TO BUSINESS SALES, your target must be able to imagine what it will be like doing business with you; they must know or believe you can deliver; they oftentimes base their decision on values, emotions and intuition (many people will deny this).

You may ask, "Ok, I get it... so how do I speak to someone's subconscious?" This is easier than you might think. Once you've started the "SALES CONVERSATION" by asking permission to ask questions, lead with a question which will provide you the discovery you're seeking from the prospect.

From here, listen VERY carefully for the KEY WORDS in the answer(s) provided. The NEXT STEP is critical in opening their subconscious and learning of the true needs - ask a CLARIFYING QUESTION based on the key word(s) you heard. Continue this line of questions until the topic has been exhausted or the PROSPECTS NEEDS are uncovered.

Your target will open up like a melon dropped from a second floor balcony as they will FEEL as though you have really LISTENED AND TRULY CARE about his / her needs.

Using this technique will help you out-position your competition and STEAL BUSINESS from the incumbent by building the relationship quickly.