THE TOP 9 SECRETS OF HIGHLY EFFECTIVE SALES CONVERSATIONS
Deal with competition early on
Competition is a topic that many salespeople despise. Some put it off, while others wait until they’re confident regarding their chances with the prospect. They’re both taking the wrong approach. That may sound paradoxical, but by addressing the prospect’s perception of how you compare to the competition early on, you may impact them when they’re still forming an opinion. They’ll have forgotten about the competition by the time they get to yes.
When you discuss the competition early in the sales process, a deal is 49% more likely to close rather than later or never.
When the competition is addressed in the middle or at the conclusion of the sales cycle, the chances of closing the transaction go down.
By simply asking, “Who else are you thinking about?” early on, you’ll put yourself ahead of the competition.
Early Stage
Late Stage
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No. of Competitor Mentions
Statistics provided by Gong.io
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