#1023 - Why You Need to Control How Buyers Compare You
About this episode
In this episode, James Newell discusses how to control buyer comparisons and differentiate your sales approach without badmouthing competitors.
When a buyer says they're comparing you to the competition, most sellers either panic or waffle. There's a better move. ๐๐ป ๐๐ต๐ถ๐ ๐ฒ๐ฝ๐ถ๐๐ผ๐ฑ๐ฒ ๐๐ผ๐'๐น๐น ๐น๐ฒ๐ฎ๐ฟ๐ป: what a defensive model is and why it works, how to pick the four things buyers should always compare, and how to use those four things to differentiate without badmouthing anyone. Left to their own devices, buyers will compare on price. That's almost always the wrong comparison. A defensive model gives them a better framework, four specific criteria that level the playing field and show your real value against the competition. James explains how to build one for your own business and why standardising the comparison process is one of the most commercially smart things a seller can do. ๐ง๐ผ๐ฝ๐ถ๐ฐ๐ ๐๐ผ๐๐ฒ๐ฟ๐ฒ๐ฑ Defensive model in sales How to handle competitor comparisons Controlling the buying criteria Sales differentiation strategy Buyer's guide approach B2B sales objections Competing on value not price Sales messaging against competitors How to compare against competition This is episode 1023 of the Daily Sales Message podcast. Hit follow so you never miss an episode. . ๐๐ผ๐ป๐ป๐ฒ๐ฐ๐ ๐๐ถ๐๐ต ๐๐ฎ๐บ๐ฒ๐โฆ
More episodes of The Daily Sales Message | Sales Tips, Messaging + Conversion Psychology
- #1025 - Why You Should Never Just Give a Discount
- #1024 - How to Open a Door When the Door Looks Closed
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