The competition is talking about you, and no surprise—it’s not good. Whether it’s half-truths or outright lies, you need to arm your sales team with tactics and talking points to counter claims made by the competition.
To address objections that come up in competitive sales deals, you first need to identify competitor claims and then train your team on how to handle those claims to ultimately win the deal. Here’s how.
Identify Competitor Claims
There’s a variety of ways to find out what your competitors are saying about your products and services.
Interview Your Sales Reps
There’s no better team to uncover competitor claims than ask your sales reps. Every day, sales reps are on the front lines hearing from prospects what the competition is saying about your products and services, then they have to defend themselves against the claims.