How to break through competitive barriers!
- 2. 1. Relationships to grant access to repeat business. 2. To Establish expertise by understanding your buyer. 3. Better product implementations that lead to repeat business and selling more over the long term. 4. To Separate yourself from box pushers such as VAR’s and LAR’s who do not understand the industry in which they are selling to.
- 3. Enhanced presentation value with real market data Get appointments Turn cold leads into warm leads Credibility for mutually beneficial outcomes Unseat competition Client devotion Brand Loyalty Creating a sense of community
- 4. Understand why you are calling on a client. The success of their market directly affects your bottom line. The goal is to communicate this with the intent to direct them to the end result. Overall general Data specific to the industry if possible or size/infancy of the business is the best way for the approach to be successful.
- 5. Unseating competition is very important in order to thrive and build brand loyalty. A prospect educated by the sales rep becomes more engaged and willing to invest in their goal(s) by using your product or service.
- 6. This creates an imbalance in sales approach that may not connect with the goal of the company/Upper Management.
- 7. How to communicate to the prospect the need of consistency to meet long term goals. 1. Prospects need to understand doing it once may not yield instant results. 2. Show them where consistency(doing it more than once) with an effective message can meet their business objectives.