Disrupting Entrenched Competitors: How to Qualify The Right Opportunities

Part 3 of our series on the new featured workshop: How to Disrupt Entrenched Competitors and Win The Business You Deserve.

Featured Workshop

One of the more difficult challenges in disrupting or upsetting an entrenched competitor is qualifying the right opportunities. Too often you hit a brick wall. You present your prospect with an awesome solution, at a terrific price — but they won’t budge. Instead, the prospect replies with comments like:

  • “We are happy with our current supplier.”
  • “We’re too busy.”
  • “We have other priorities.”
  • “I must run your solution by my boss.”
  • or a thousand-and-one other excuses.

You’re left hanging while your competition remains entrenched. There’s got to be a better answer!

And now there is…

[embedyt] https://www.youtube.com/watch?v=pnB8c29L1ZE[/embedyt]


Win the business you truly deserve

In our third web seminar installment, you will learn how to dismiss the tire-kickers, motivate the fence-sitters, and start winning the business you deserve. Using the three stages of commitment (should, want to, have to), you’ll quickly and easily zero in on where your prospect is now, and what you need to do to create a sense of urgency so you can dislodge the competitive relationship and close more deals.

More Video Previews

View all three web series preview installments for How to Disrupt Entrenched Competitors and Win The Business You Deserve! Visit the PBR website to learn more about this new web program.

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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).