A sales team struggles to answer why a prospect should choose them, falling back on generic claims like best-in-class and cheapest price. The role-play shows how hard it is to stand out when competitors like Avalara and Vertex say the same things.
You guys all kind of seem the same why should I go with you?
Because we're the best.
And.
We can beat our competition.
Why should I go with you?
I am most trusted.
In the industry.
Why should I go with you?
Best in class software world class sales organization best product.
If I asked Avalara the same exact question and I said why should I go with you what do you feel they might say.
We could give you the cheapest price.
What do you feel they might say.
Avalara might say that Vertex is a really good enterprise solution but for the mid market that they have more speed what do you feel.
They might say.
Might bet that their TR or everybody schmucks and they would say that they are the biggest and the best.
What I think I heard all of you just say right now up here is that in your prospect's mind you, your competitors, everyone else all kind of sound the what you all kind of sound the what okay.
