STOPPING YOUR CUSTOMERS FROM CONSIDERING THE OPPOSITION

STOPPING YOUR CUSTOMERS FROM CONSIDERING THE OPPOSITION

Copy and distribute this content as often as you want. You are encouraged to share it. ? Copyright Peter Collins, Sydney, Australia, 2007

There is nothing more discouraging to a salesperson than to learn that a prospective customer that you've been working on for some time has just bought from a competitor.

It’s something experienced sales professionals learn from and move on, whereas the less experienced can take the loss personally.

However, rather than lose heart at such a moment, it's better to try to learn more about your product, your sales techniques, yourself and your competition.

Professionals are also aware that by asking their existing and longer term prospects, as well as their former customers, why they decided to buy from someone else, helps them improve their chances for future sales success.

On the other hand, some sales really aren't worth winning. How do you know if they are or not? I believe there are two keys.

? First, if they are difficult and demanding now, what will they be like when they become a client?

? Second, what level of support will they need and is the company prepare to meet that demand? Those questions must be asked not only at the beginning but also throughout the customer relationship.

I have a close friend who often refers to the following story to the new salespeople he hires. He tells them that the happiest event in a salesperson's life is winning a major sale against an archrival competitor. But the second happiest moment is losing a sale to your competitor – and then learning that the former prospect became your competitor's worst support nightmare.

Stories like that make light hearted of the real issue. No-one in sales likes to lose out to their competitors. And there are ways of using attention grabbing statements as a wake-up call to your prospects during a presentation. Here are two of them.

WE'VE DONE YOUR HOMEWORK FOR YOU

"Many of our customers are extremely busy people and may not have the time to check out as much of the opposition as they would like to.”

“However, some of the others did and were more than pleasantly surprised how well we fared. What I've done, is compiled a list of their features and benefits, and how they compare against ours."

"Let's go over what they found out and why they elected to go with us."

LET THEM MAKE THE COMPARRISON

"Before we go any further, could you help me compare the options available to you the products (services) available to you in the market today?"

Take them through your pre-prepared comparison chart, take a blank piece of paper, draw a line down the middle and one across the top (as you would with the Benjamin Franklin Close), then add ...

"Now that you've seen what the opposition can offer, and based on what you've so far, could you share with me what you consider to be our weaknesses?"

Write them down in the left hand column. Don't help the prospect with these - you don't need too many, then add ...

"Now let's jot down what you consider to be our strong points?"

Write them down in the right hand column. But this time help the prospect - and let him or her take as much time as they want, then add ...

"That's more than just a little complimentary to our product (service)."

Pause a moment, smile, then add ...

"Isn't it?"

#ConsideringTheOpposition, #PeterCollinsArticles, #PeterCollins, #Sales, #Selling, #Closing, #PeterCollinsArticles, #SalesTraining, #profitmakersales.com,

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This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 130 books he has written over the past 48 years, Peter has 65 Business Books to his credit, (but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale). Peter also has written 23 Christian books. One of Peter's books, sold almost 2 million copies in the late 1970's and is still selling well through second hand online marketers worldwide. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

? Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2002, 2007, 2011, 2015, all rights reserved.

Peter can be contacted through his website – profitmakersales.com

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