Episode 28: Dealing with the competition
Decoding Sales
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Are You Number Two?
Peter: It seems like the strategically optimal thing to do as a prospect is make every person feel like they're that's true. Not not all buyers are as sophisticated as you, he says. So if you're number two, I'll say like, Oh, is there anything that we can do? What will get us to number one? And are we numbered two as in like we probably won't win the business because of some show stoppers and some deal breakers? Or are there things that can help the cause? How far off are we? The same strategy that we talked about many episodes ago when dealing with somebody saying, like talking about what's the process for closing a deal
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