Earlier today, I shared how you can influence decision-makers by simply taking on the role of teacher.
Here’s how you can take it a step further to disqualify competitors WITHOUT badmouthing or being a dick.
Leave a “landmine”.
A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game.
It’s also something that forces your competitor to expose their weaknesses.
Before we continue, I need to make something really clear. This is NOT badmouthing. Not even close.
It’s simply educating your prospect on the proper way to buy your product.
When a buyer is faced with more than one choice, do you think the choices can look the same and even confusing to the buyer?
Do you think that buyers always use the proper criteria when evaluating those choices?
That’s where you come in . . . with a landmine!
Step one is to say something like;
“On the surface, many widget companies look the same so here are a few things you need to insist on to ensure you make the best choice”
Time Out: In this moment, you just ascended to the level of an expert because school is about to be in session and you’re the teacher!
Step two (and I’m assuming you’ve asked who the other players are) is to take a few areas where you know your competitor can’t keep up with you and then make those areas part of the selection criteria.
For example, I worked with a commercial cleaning company that carried 30 million in insurance which was unheard of at the time. The closest one of their competitors came to this was 15 million.
I trained the sales reps to point out the importance of working with a company with adequate insurance and why the prospect should insist upon at least 20-25 million in coverage.
So what we’ve done here is . . .
1) Refocused their thinking towards an area where we dominate and NOT some lowest bidder nonsense.
2) Set the stage for our competitor to look like an inferior choice.
3) Forced our competitor to play more of a defensive game
4) Positioned ourselves as an authority
5) Created the rules of engagement
WANT TO REALLY EXPEDITE YOUR DEALS?
Join us for our 20 Psychological Tactics That Drive Sales webinar this Friday!
Have you signed up yet? Yep I know, you’re already making way too much money and don’t need any fresh ideas, but;
Here’s what you’ll gain by attending;
- How To Access Peak Performance States Regularly and Consistently
- How To Overcome Fear, Doubt and Procrastination
- 2 Psychological Tactics To Use In A Cold Email
- The 6 Psychological Triggers That Expedite Deals
- The 7 Judgments Each Of Us Face From Our Prospects and Clients
- 8 BETTER Ways Of Building Rapport
- 12 Ways To Put A Skeptic At Ease
- How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
- The Psychological IMPACT Of Asking Kick-Ass Questions
- How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc.
When?
December 8th at 11:30 am EST
Here’s what you’ll get;
(1) 90 Minute Webinar With Actionable Tips
Webinar Replay
How Much?
$99
