Disrupting Entrenched Competitors: Overview

How often does this frustration occur? You initiate a new sales opportunity and the prospect says, “We’re happy with our existing supplier.”

Why is this? Your offer is better – even superior – to what they’re using. If only you could get the prospect to listen.

Most prospects claim they’re “satisfied” with their current suppliers. In reality, many are not. It’s a lot easier to dismiss you. Prospects want to stick with what’s comfortable — believing what they’re using now is working fine.

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So, should we let them wallow in a “state of ignorance,” which could ultimately put themselves and their business at risk?

Traditional Selling Techniques Often Backfire?

Here’s the problem, the following traditional selling techniques often backfire:

  • Feature-benefit selling
  • Low-ball pricing
  • Groveling for a small piece of the business
  • Revealing a competitor’s vulnerability

By implementing these practices, prospects do the exact opposite of what you want. They are more inclined to dig in their heels and stay put — remaining with their current vendor.

Major Benefits of This Program

With this new program, we’ll share with you counterintuitive techniques that allow you to:

  1. Unseat and displace your prospect’s entrenched competitor relationships
  2. Instigate change
  3. Motivate prospects to embrace your solution

Now you can put a stop to incompetent competitors that continue to get the business that should be yours.

Who Should Attend

  • Presidents and owners
  • Senior executives
  • Sales managers
  • Outside and inside sales
  • Marketing professionals
  • Anyone directly involved with generating sales revenue!

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).