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When a prospect picks a competitor, don't argue. Ask which company they chose, call it fairly decent, then hint they might be missing something. Keep them talking by staying calm and curious instead of defensive.
When a prospect picks a competitor, don't argue. Ask which company they chose, call it fairly decent, then hint they might be missing something. Keep them talking by staying calm and curious instead of defensive.
Hey, we decided to go with somebody else. What do you do when they give you that objection? The first thing you don't want to do is be like every other salesperson that just tries to argue on why whoever they're using is not as good as they are because you obviously know that doesn't work that well, right? So, you want to first disarm them. So, when they say that, I'm just going to ask, oh, who did you end up going with? Just so I understand. Oh, we went with XYZ company. Okay, yeah, they're— I mean, they're fairly decent. Can I ask you something? Sure, yeah, sure, go ahead. I guess how can I communicate to you that you You might be making a mistake without you getting upset with me. Now, why do I do that right there? Because nobody's going to get upset with you. So instead of arguing, I get the guard down. Notice what I did there. When they gave me the company name who they decided to go with, I said, oh yeah, they're fairly decent. Now notice how I said that. My tone sounded like I'm concerned, like I know something about this company that you might not know. Because if I said, oh, they're a great company, that's not going to help you, right? And I'm not going to say, oh, they suck, they're bad, because obviously they know you're biased, you're a salesperson, so they're going to get defensive. So I'm going to use neutral words there, but My tone implies I know something about them that they might not know. So I'm seeding doubt in their decision. Nobody's going to say, "You cannot communicate to me that I might be making a mistake," because I'm neutral there.
