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Stress-Free Selling® - How to Talk About Competition

Written by: Jenaé Rubin

Article Overview: Before I answer this, let’s look at the alternative… If you approach this by talking about what your competitors are or are not, you are spending time talking about your competitors! Now you've got your customers and prospects thinking about them and not you. Ouch. You want them focused on you not your competitors!

Stress-Free Selling® - How to Talk About Competition

We know we shouldn't say derogatory things about anyone, including our competition. Yet the temptation is so great when we know we’re so much better! Our stomachs churn when we hear customers say things we know are the opposite. So… how do we handle this dilemma? What's a tactful, appropriate and successful way to handle this?

Before I answer this, let’s look at the alternative…

If you approach this by talking about what your competitors are or are not, you are spending time talking about your competitors! Now you've got your customers and prospects thinking about them and not you. Ouch. You want them focused on you not your competitors!

Fortunately, the solution is easy …

Simply say, "What companies like about me is. . ." This six word preface is 100% positive, focused exclusively on you and your good points, and directs the conversation where you want it to go. Now you can say anything you want, and you’re taking them where you want to go.

This gem will help you avoid pitfalls and speed the sales process.

Here’s to stress-free sales,
Jenaé Rubin

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Article Tags: dilemma, jena, pitfalls, preface, prospects, spending time, stomachs, temptation, what your competitors



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