Sales Quiz: Which Response Creates Competitive Advantage?

Last Updated Jun 3, 2010 9:01 AM EDT

SCENARIO: During your first meeting, a sales prospect keeps bringing up a particularly competitor and praising their offerings. You know your competitive advantage and understand the strengths and weaknesses of every product in your market. You happen to know that the competitor the prospect is praising has some major problems.

Here are your choices:

  • Strategy #1: Hold your peace. Commenting on a competitor makes you look small and petty. Thus, it's best to maintain a respectful silence and refuse to comment.
  • Strategy #2: Be Entirely Honest. Once the prospect knows what YOU know, he'll thank for your honesty. You owe it to the prospect to keep him from making a bad decision.
  • Strategy #3: Plant a Landmine. Ask a question or two that, when answered by the competitor, might cause the customer to see the competitor's offering in a different light.
  • Strategy #4: Stall for Time. The competition may already have a lock on the deal, so your best bet is to keep the conversation going until you figure out what's really going on.

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