Negotiating with Competitors

Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors.

Actionable Takeaways

1. 50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone.
2. Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones.
3. Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and references.
4. Throw competitive darts as you make cold calls or send cold emails so that you begin pushing to your winning zones.

RESOURCES DISCUSSED

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• Things you can steal