Ways to Deal with Questions about Your Competitors during a sales Presentation
I often hear this type of questions from my customers:
“Do you know anything about your competitors? What do you think about their products?”
Have you ever had this experience before? It is very important to deal with questions related to your competitors carefully. Here is a list of basic guidelines:
1. Never criticize your competitors. Attacking your competitors simply make your customers feel that you are unprofessional. This action harms your customers’ trust in your personality.
2. Make objective and high-level compliments about your competitors. Make some obvious compliments about your competitors. Stay high-level and don’t go into details. Otherwise, you are advertising for your competitors.
3. Listen to your customers. Never argue with your customers when they are making compliments about your competitors. Try to change topic and talk about your strengths.
4. If you don’t know about your competitors, simply say so. There is no need for you to make up facts about your competitors if you don’t know them well.
5. Shift your customers’ focus. At the end of the discussion about your competitors, you need to tell your customers that you are better in serving their needs. It is crucial to strategically shift focus and talk more about your strengths. For instance, if your major rivalry offers inferior products at lower prices, simply shift the focus to talk about your superior product quality.
If you can deal with questions about your competitors professionally, you will be able to greatly decrease the probability of ruining a hot deal.
More Readings from the Category: The Perfect Sales Presentation Series
- Showcase Your Credibility in Presentation - Part I
- Showcase Your Credibility in Presentation - Part II
- Know Your Clients Before You Present
- The Millionaire Mindset for Sales Presentations
- Daily Exercises to Increase Your Confidence as a Sales Professional
- The Crucial Slide for Sales Presentation: Customer Pain
- Positioning for Millionaire Sales Professional
- The Crucial Slide: The Demo Slide
- The Crucial Slide: Closing the Deal in a Sales Presentation
- Closing Technique 1: Invitation Closing in a Sales Presentation
- Closing Technique 2: Assumption Closing in a Sales Presentation
- Closing Technique 3: Authorization Closing in a Sales Presentation
- Closing Technique 4: Psychological Closing and Trial Offer in a Sales Presentation
- Sales Closing FAQ 1: Pricing Negotiation in a Sales Presentation
- Sales Closing FAQ 2: Strategically Ignore Questions in a Sales Presentation
- Sales Closing FAQ 3: Dealing with Customers Who Are Still Evaluating Your Products
- Sales Closing FAQ 4: Dealing With Customers Who Need The Courage To Buy
