B2B sales is highly competitive. In all the sales I’ve experienced, the competition has been involved in the process at some point. This could be at the very beginning, half way through or the end. Whether you like it or not, there is always a competitor or an alternative option just lurking around the corner. So how do you know when to sell over your competitors? Which ones are in involved? When is the ideal time to discuss them? How do you weave them into the conversation? What do you say about them?
These are skills I developed over the years and used to my advantage to get the very best results. Here are some tips that I hope help you.
Never talk trash about your competitors
The best ways to act, whether you are selling to SMB or Enterprise, is to act humble. Have humility, show that you really care and have empathy with your sales prospect. If you talk trash about your competitors at any point in the sales process you are showing none of these qualities. You also risk losing the credibility you have already earned. It is always best to show respect to everyone in your marketplace.