Customer on the fence about your solution
Posted: Mon Jan 27, 2025 8:58 am
For example, when faced with a competitive 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?”
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!
Competitive questions are a fact of life in the world of modern chile telegram data selling. But by being mindful of how you respond to them, they represent tremendous opportunities to qualify your customers, deepen your knowledge of the market, and elevate your personal and professional brand.
In a 2019 letter to Amazon shareholders, founder and CEO Jeff Bezos included a short narrative about the success of the Amazon Echo smart-home device, underscoring the importance of taking a leadership role when it comes to ushering customers down the path to their purchase. He states:
Market research doesn’t help. If you had gone to a customer in 2013 and said “Would you like a black, always-on cylinder in your kitchen about the size of a Pringles can that you can talk to and ask questions, that also turns on your lights and plays music?” I guarantee you they’d have looked at you strangely and said “No, thank you.”
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!
Competitive questions are a fact of life in the world of modern chile telegram data selling. But by being mindful of how you respond to them, they represent tremendous opportunities to qualify your customers, deepen your knowledge of the market, and elevate your personal and professional brand.
In a 2019 letter to Amazon shareholders, founder and CEO Jeff Bezos included a short narrative about the success of the Amazon Echo smart-home device, underscoring the importance of taking a leadership role when it comes to ushering customers down the path to their purchase. He states:
Market research doesn’t help. If you had gone to a customer in 2013 and said “Would you like a black, always-on cylinder in your kitchen about the size of a Pringles can that you can talk to and ask questions, that also turns on your lights and plays music?” I guarantee you they’d have looked at you strangely and said “No, thank you.”