So there you are in a situation where you know, definitively, that you are one of several companies competing for an account.

Beware of these 5 mistakes;

Assuming That You Have To Sharpen Your Pencil (even when you are told you need to).

This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for starters, you might short change the needs analysis step or miss opportunities to truly help your prospect. And besides, why should someone get a better price, just because they told you they want one? How is that fair to your actual clients? You know, the ones who’ve been there for you all along?

Failure To EDUCATE The Buyer On The Proper Way To Buy Your Widget

Please note, that when I say “educate”, I’m not taking badmouthing and simply giving it a nicer suit, I mean help them to make the RIGHT decision.

Do you ever feel like people make sh*tty buying decisions? Of course they do! This is why you have to assume the role of “teacher”. Teachers (unlike any of my algebra teachers in High School) are respected and appreciated because they HELP!

In what ways can you HELP your prospect make an informed decision? Another way to educate is by utilizing the “Landmine” tactic. Click HERE for a step by step breakdown.

Lack Of Balls.

There’s a famous story about advertising legend, David Olgivy.

When Ogilvy, first hung out his shingle, he found himself in a really competitive situation, with a first degree ahole.

The person was demeaning and pompous and told him ( I’m paraphrasing a tiny bit) “When I ring this bell, you will have x amount of time, to pitch us. At the end of your allotted time, I will ring the bell again and you’ll be on your way. From there, will be in touch. Anything you’d like to say before we begin?” David stood up and said “Yep. Ring the bell” and he walked out.

While that’s an extreme example, you need to remember that as much as your prospect is going to evaluate you . . .You have every right to evaluate back.

Not everyone is going to be a good fit for you and your company, but;

You can easily lose site of that, if your inner competitor is too busy trying to win.

Part of the “lack of balls” thing, is also our hesitation in asking the questions, that need to be asked, but might be more intrusive. The proverbial “elephant in the room” doesn’t go away just because someone told you they’re taking other bids.

The world doesn’t need another kiss ass!

Sometimes we need to tell people (respectfully of course) that the way they’re going about their selection process, or just the way they currently do things, isn’t in their best interest.

Allowing The Prospect To Over Simplify or Over Complicate The Selection Process.

Many times, during a competitive situation, a prospect will oversimplify the process by shutting you down during the needs analysis step.

They’ll say things like “There’s no need for a bunch of questions because we know exactly what we want” and then they proceed to tell you.

That’s awesome but, imagine a Doctor that allowed their patients to tell them “Doc, let’s save some time today. Looks like I need heart surgery so just give me your best price”

Now prospects can also over complicate the selection process when they create some of these ridiculous RFPs. They want to know your financials, the blood and urine samples (sometimes) and all kinds of other irrelevant things; instead of focusing on things that actually matter.

Sometimes they complicate it by adding a kazillion unnecessary meetings, conference calls and steps.

I once had someone who was considering me to be their sales coach. They laid out this ridiculous process they wanted me to go through that included speaking with 3 different people, filling out a 30 question questionnaire, they wanted to speak with 3 of my clients.

While I appreciated their thoroughness, we’re not buying a billion dollar mega corporation here. I tried to meet them halfway, when they wouldn’t budge, I showed them the door.

Understand, that you are allowed to (politely) ask why they need certain information and then educate them on how to REALLY make the right choice.

My experience has been, that many buyers include some of this ridiculous criteria, simply because some “consultant” told them to do it.

Allowing Your Competitors To Force You Into Playing A DEFENSIVE Game.

This can happen when they badmouth you and you feel a need to defend yourself.

It can also happen when your competitors are educating the buyer and you aren’t.

This is one of the things we’re going to be talking about, in Paul Castain’s Closers Academy program.

Here’s the deal . . .

Session I (June 1st at 11:30 am EST)

*The one question you MUST ask the minute you set the appointment.

*The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.

*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).

*12 tactics that safeguard your deal from obstacles, stalls and objections.

*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.

*How to disqualify competitors WITHOUT badmouthing them.

Session II (June 8th at 11:30 am EST)

*The one question you MUST ask BEFORE presenting your solutions.

*3 things to include in your proposals that your competitors WON’T!

*How to keep the discussion from going prematurely to price.

*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.

*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!

*How to ask for the business WITHOUT getting all “salesy”.

*How to negotiate like a pro!

*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!

Go at your own pace!

Join us live on June 1st and June 8th or review the replay at a more convenient time. Do both, I won’t tell anyone!

Here’s What You’ll Get . . . 

(2) 90 minute sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.

Webinar Replay (Always Sent Immediately After Each Session)

(2) Sets of Worksheets

Templates

A PDF With 100 Sales Questions For Your Arsenal

What’s The Investment? 

$199

Please click HERE or the handy/dandy button below to secure your spot.

Hey Sales Managers;

Train your entire sales team on this program (and get a FREE 30 minute call with your sales team) and you pay for only 5 people to attend.

No, that’s NOT a typo!

All you have to do is send an email to paul@yoursalesplaybook.com  and let me know that you’d like to take advantage of this offer. I’ll send you an invoice and once payment is received we’ll set up the FREE team call for you and your sales team.