beating the competition
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12 Reasons They Didn’t Like You Enough to Buy From You
- July 28, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You worked hard and smart, thought you did a great job, expected to win the business, but didn’t. Later, you learned that the prospect “Didn’t really like your style.”
It’s not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, “They just didn’t like me. But why?”
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The Benefits of Completely Bashing Your Competition
- October 26, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m referring to the circus known as the 2016 Presidential Election. It has moved from ugly to downright terrifying as we watch two presidential candidates slinging the most horrible attacks on each other. And the worst part is that most of those attacks are well deserved. But there is an important selling lesson we can take from all of this. Does bashing your competition ever work?
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Help is Here for Salespeople Who Find Themselves as the Underdogs
- April 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them? Are there too many competitors – and you are having trouble getting noticed? Does the prospect claim to only care about price – and you aren’t the lowest? Do they just want a proposal or a quote – and you feel like you need to provide it to them? Do you have trouble winning most of the time? Do you almost always face resistance of some kind? Is it difficult to simply get a meeting?I wrote an article for the SellingPower blog where we discuss the challenges of being an underdog. Read it to now to learn how you can outsell the big companies.
