Competitive selling made easy

"I’m gonna do business with you OR Acme…I haven’t decided yet."

If you hear those words from a buyer, slow down before you enthusiastically blurt out your value proposition. The best first move is to probe and qualify why the buyer is enamored with Acme.

You’ll have time later to use your VP and differentiate your offering, but you first need to learn everything you can about what the buyer thinks of Acme.

Probe for competitive threats throughout each phase of your funnel activities. Don’t wait until the next meeting.

Practice and ask these questions in your pitch meetings:

1. What are other competitors offering that stand out to you right now?

2. What do you like most about our offering versus others you’re considering?

3. What aren’t you getting from Acme that you need?

Most buyers aren’t going to divulge who they’re falling in love with, so initiate the convo!

In this YT Short, the always enthusiastic Alex Hormozi posits that service is one of your most important differentiators.

When pitted against a competitor in an all-or-nothing battle, probe your prospect with this question: "Describe the service expectations you need and want." Follow up with, "How are my competitors talking to you about service?"