Part of an organization’s sales planning cycle looks at which competitors accounts to focus on and which of your accounts is at risk to being lost to a competitor. In some industries, the only way to grow your client base is to close a competitor’s account.
However, selling to an account that already uses your competitor’s products or service can pose unique challenges to sales reps, especially to the ones with less experience. When an account is already using an existing product or service, you have to also have to overcome switchover costs and know the keys to outselling the competition.
Here are a few short videos from some of our favourite sales expert and organizations on how to outsell your competitors.
1. Be Better Than Your Competitor Today
Anthony Iannarino talks about creating more value for your customer as a competitive strategy.
2. 4 Critical Questions to Outsmart Your Sales Competition
Jill Konrath suggests looking at your best account and understanding how a competitor would attack it. This will make you better with your other accounts.
3. An Easy Way To Close More Deals: Out Selling Your Competition
Brian Burns talks about how to outsell your competitors with meetings.
4. Stop Copying Your Competition
When speaking to prospects, Sandler Training says to emphasize the problems your product solves, instead of focusing on price and features.
5. Use Customer Testimonials
Is using customer testimonials dangerous? Jeffrey Gitomer says people who are afraid of losing customers from posting testimonials are not only short-sighted but they are also borderline paranoid. If your relationship is tentative, then you are vulnerable to lose that customer whether you post the testimonial or not. If you have customer testimonials, that will help you attract other customers.
One of the great benefits of Lurniture is providing sales reps the content they need the most, at the right time, right in Salesforce. Through Lurniture, videos on specific competitors and solutions can be presented to the sales person even based on the stage in the sales funnel. This leads to more effective sales interactions and victories over your competitors. To find out more about Lurniture, sign up for a free one-on-one demo.