Help Your Prospects With Your Homework: Get Your Competitors on the Table
Sound the alarm! The prospect wants to meet with you to discuss the possibility of doing business together. Before going to the appointment, do your homework. Learn about what your competition is offering.
During the course of the meeting, ask your prospect if they have had a chance to visit with some of your competitors. They may be surprised by this question. Continue by sharing one or two attributes about your competition; for instance, “ABC Company has been in business 35 years. Since you met with them, you have probably seen that this group is comprised of very competent professionals.”
Then, in the very next breath, sell the benefits of what your organization has ...
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