The Role of Regular Content Publishing in Sustaining Leadership in Your Industry

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Use it as a qualification opportunity
The truth is, your solution won’t be a good fit for every customer and it’s perfectly reasonable (and helpful for both parties) to use a competitive question as an opportunity to further qualify the deal. In these instances you can highlight very good reasons why a customer might choose one solution over the other and put the question back to the customer.

For example, when faced with a gambling data saudi arabiacompetitive question about price you might respond by saying, “If you look at both us and Competitor X you’ll find we’re more expensive but that’s because they’re focused on serving the needs of smaller customers with a more limited feature set. At first glance, that makes their solution quicker to implement with less maintenance. On the flip side, our solution is definitely more comprehensive which means it’s ideal for smaller customers who plan to grow quickly and know they’re going to need a more sophisticated solution. In fact, the type of fast-growing customers who evaluated both solutions and ended up choosing us tell us they’re ultimately happier because they avoided the pain and cost of switching platforms. Of course, we know that approach isn’t for everyone. Curious…how fast were you planning on growing?”

Helpful video: Customer on the fence about your solution? Here’s how to test them.


5. Be honest
Competitive conversations are ideal places to build all-important trust and credibility with your customer. So if you genuinely feel the customer would be better off going with a different solution or provider, don’t be afraid to tell them! After all, that may not be the last time you deal with that customer (either at your current company or a future one) and their memory of how you treated them will long transcend a single sales opportunity. Not to mention, selling your solution to bad-fit customers will ultimately have a negative impact on your organization’s reputation, handcuff your customer support team, and even lead your product roadmap in the wrong direction!