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 self 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.
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 say nice things about us?”
Here’s one that I used a while back.
“Before we progress too far in this conversation, I need to ask you, are you going to award this business based on merit, or ability to badmouth each other?”
There’s obviously more to it but this will help you take BETTER control of these types of discussions.
And speaking of taking BETTER control;
How Do You Take BETTER Control . . .
Without being controlling, contrived and manipulative?
I’ve put together a special, 2 session, on-demand course, to help you EXPEDITE your deals!
Session I (Prerecorded View Whenever You’d Like)
*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 (Prerecorded View Whenever You’d Like)
*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!
Here’s What You’ll Get . . .
(2) 90 minute prerecorded sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.
(2) Sets of Worksheets
PDF With 100 Sales Questions
Templates
What’s The Investment?
$199
Please click HERE to get it instantly!
