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 get defensive?
What if you smiled and said “We take business from them several times a month, do you really think they’re 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 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 webinar this Thursday.
Have you signed up yet? If not, better do it soon because registration is about to end!
Here’s what you’re about to miss;
- 30 ways to find buyers with a much higher degree of urgency to do the deal NOW!
- How to get the right players to your meetings… my definition of the “right players” might surprise you.
- How to establish your authority … BEFORE you even have your first meeting with your prospect. How to set the rules of engagement and outfox your competitors during highly competitive situations.
- 9 “Insurance Policies” you MUST take out with EVERY prospect!
- 10 forms of “evidence” that reduce doubt, skepticism and objections.
- How to create a higher degree of urgency during the “courtship” and how to ask for the business WITHOUT any of those cheesy “closing lines”!
- How to handle the price objection WITHOUT giving away the store and how to handle stalls like “I need to think it over” and “I need to run this by my boss”. And just for sh*ts and giggles, we might as well show you what to do when you think you’ve been ghosted.
- How to position yourself for a “second chance” when you lose a deal!
When?
This Thursday, March 19th, from 11:30 am – 12:30 pm EST.
Can’t join us live?
Sign up anyway and I’ll send you the webinar replay and all the resources listed below.
Here’s What You’ll Get;
(1) 60 Minute Webinar Packed With Actionable Tips.
Webinar Replay (Sent Later That Day)
2 Templates That Have Been Working Like A Charm For Me
What’s The Investment?
$99
Please click HERE or the banner below to reserve your spot!
