PREVENT the objection, We have to use "your competitor." Strategy 1 of 8
Prevent - Preempt - Respond
Objection 13 of 85: We have to use 'your competitor.'
- When does it usually occur? After the initial introduction of your products/services.
- Probable Cause: Prospect does not believe they have the authority to move forward.
- Objective: Identify the buying process and Influencers and achieve product/service differentiation.
Prevention Strategy 1 of 8: Usually, these types of objections are actual “conditions” resulting from some form of partnering agreement made at the highest levels of the organization. These agreements are exclusive to a single or small group of competitors. They are usually a result of the quality process in which the customer and vendor partner agree to share in cost savings, do team-building activities, get their computer systems to talk to each other, and so on.
It’s a sizable investment for both the customer and the suppliers. However, about every three to five years, these agreements come up for negotiated renewal and exploration with other vendors if there is the possibility that the customer could benefit more.
You'll need to establish the right relationships with the various decision-makers, and you'll need to discover how your unique selling points can help them meet critical needs not being met by the competitor. It's not uncommon to find a breakthrough if you stay focused on keeping your competitor analysis current.
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Buy the eBook or 316 Page Paperback: The book contains 874 PREVENTION, PREEMPTION, and RESPONSE strategies for the 85 most common sales-stopping objections categorized by the missing Buyer Belief that caused it.
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