So there you are competing for someone’s business, and then you find out that your competitor is badmouthing you.
What do you do?
You obviously DON’T want to stoop to that level, but you DO need to respond if your prospect shares it with you.
I have a three step formula that I teach my coaching clients, today I’m going to share the first step;
Neutralize!
When we neutralize something, we’re stopping something from becoming effective or harmful.
So in the spirit of being a good coach, let me ask you;
How can you neutralize a negative comment about you and your company?
One of the things you can do is respond with a question!
We don’t respond with a question to avoid the original question (or imitate a politician), we’re doing it because;
The minute we ask a question, we regain control of the interaction and can direct it in a more favorable direction.
Questions can also lead someone on a path of discovery, which is more powerful than you saying whatever it is you want them to know.
So, with that in mind, what question(s) could you ask in response to a prospect telling you, your competitor is running their mouth about you?
Another way to neutralize, is to say something unexpected, a “left hook”, if you will.
Most people would expect a sales rep to get defensive and offer a multitude of explanations. I would even go as far as to say some people get off on it.
What if you didn’t?
What if you smiled and said “We take business from them several times a month, do you really think their going to recommend that you buy from us?”
Here’s one that I used a while back.
“Before we progress too far in this conversation, In the spirit of saving your time and mine, are you going to award this business based on merit, or ability to badmouth about each other?”
The neutralize step, is step one because once we take some of the sting out of it, we can really roll up our sleeves, and start kicking ass in steps 2 and 3.
Now I’m not going to tell you what those steps are, but I will tell you, that part of it, is a judo move. In judo, you use your opponent’s momentum to work against them.
So if you’d like the second and third step to this process, please join us for our How To Take BETTER Control Of Your Opportunities program.
Have you signed up yet? If not, better do it soon because we go “live” with the program this Thursday, August 10th at 11:30 am EST!
Here’s the deal;
It’s a 2 session mini course where you can attend live or view the replay and go at your own pace.
Session I (August 10th 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 jump start your prospect’s emotions while forging your credibility.
*How to disqualify competitors WITHOUT badmouthing them.
Session II (August 17th 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!
*3 psychological techniques that work like a charm.
*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
Go at your own pace!
Review each 90 minute session in its entirety or break each session up into smaller increments. Binge watch them back to back. 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 reinforcement email after each session with additional ideas.
What’s The Investment?
$199
Click HERE to secure your spot in this program. And you better hurry because registration is about to end!
