Why Would You Educate Your Prospect to Buy From Your Competitor?

On This First Day of School the Sales Coach Asks: Why in the World Would You Educate Your Prospect to Buy From Your Competitor?

You do it!  It’s true and you know it!  Be honest – it happens all the time. When was the last time you gave your prospect (or current client) all the information they needed to buy from your competitor?  Last month?  Last week?  Yesterday?  Hurts, doesn’t it? Do you do it on purpose?  No way!  But it does happen.

When was the last time you got paid to be the BEST TEACHER at your company?

Looks like this:  Prospect is “interested” in something you offer.  You meet with them, get the specifics and get to work. Here’s what you offer:

  • Proposals
  • Quotes
  • Case Studies
  • Engineering solutions
  • Creative Ideas
  • Pricing
  • Proprietary (yeah right) Information
  • Trials
  • Demos
  • Samples

So far your prospect has a lot – take a look at that list!  What do you have?  You have nothing!

Prospects want it this way – it keeps them in control.  They will need you in 6-10 months to play this silly same game again so they can’t tell you NO – they just won’t return your call – or they’ll say, “we’re still considering it…”  But that does nothing for you salespeople.  When you lose control you can kiss everything good-bye.

What to do… what to do… what to do…?  You know what to do – take control of the sale.  Set expectations (crystal clear expectations), ask the qualifying questions (even the tough questions), make sure you are telling your story to the appropriate decision maker(s) and that you have uncovered a budget or target for the project.  This is nothing new – it’s professional selling and has been that way since selling was invented.

Or you can always go back to school and get your teaching certificate…

[button url=”http://www.salescoachescorner.com/contact/” text=”Ready to get in the game?”]


Posted in

Dave Tear

Dave is passionate about selling & helping others understand the sales process. Whether a client company has a 5 person sales team or a 300 person National sales force, Dave can Coach & Train them to be the best in their industry.
Get in Touch

Ready for Your Sales Team to Take it to the Next Level?

Dave's helped dozens upon dozens of companies up their sales game. Find out how he can help your team take it to the next level!

Also from the Sales Coaches' Corner...

Motivation Does Not Work!

There! I said it. Owners of Companies, Presidents,  VPs of Sales & Sales Managers ... HEAR THIS... You ...
Read More

Sales is nothing more than setting expectations

How many times have you left a sales appointment... walked to your car in the parking lot... & ...
Read More

The rules have changed in sales

The rules have changed for Salespeople! Prospects are more educated than they have ever been before. Companies are ...
Read More

SUBSCRIBE TO OUR

NEWSLETTER