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.
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:
- Unseat and displace your prospect’s entrenched competitor relationships
- Instigate change
- 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!