There is a fair chance that your contact either was involved in selecting the incumbent provider and/or works with them. So a thoughtful approach is important...
How to “refer” to your competition
Avoid mentioning the company by name...this would be “advertising” for them. Refer to them as something like “your current provider”.
How you can learn about your competition
If you are not the incumbent, it is likely you need to build rapport (and eventually trust) with the contact. Taking a non-threatening approach to how you ask questions will help. Some examples of questions you can ask...work your way into learning about competition by starting at a company level...
What are the most significant challenges your organization is facing?
What role does your current provider play for your organization?
How would you describe the progress your organization has made in resolving these challenges?
If they are not making the desired progress...what about how things work today would you like to modify?
Understanding your competitors and how they are performing will help you navigate toward winning more often!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
Schedule some time - https://calendly.com/marc-kitz-sales-coach/25min
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