The Coaching Blog
Is your team selling your competition?
When it comes to a purchase decision, the only choice isn't whether to go with you or your competitor.
The third, often overlooked, option is whether or not to buy at all. If, when pitching to a prospect, you only discuss the competitors and what makes you stand out, you may forget to address the biggest obstacle of all- why they should even buy in the first place. And as the average value of the sale increases, the importance of making the prospect understand benefit/payoff becomes that much more.
So the next time you're sitting across the table from a prospect, remember in their head it's not just a choice between company A and B; rather the biggest unasked question might be "do I need this at all?"
If you're not uncovering that fear with thorough questioning, and addressing it with solid USPs and guarantees, you may be leaving a lot of money on the table. Because remember, your biggest competitor might just be sitting across from you.
To your success,
Murtaza