30 Minutes to President's Club | No-Nonsense Sales #199 - Playbook: Crushing your competitors
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Sep 6, 2023 In this episode, the hosts discuss strategies for crushing your competitors in sales. They cover topics such as selling within the 'winning zone,' using on-sites and executive engagement to create organic connections, and negotiating with competitors. They also provide actionable tactics from sponsors like outreach, Calendly, and Zoom Info.
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Discovery Beats Feature Wars
- Accept that every deal will have competitors and focus on delivering a superior buying experience.
- Strong discovery wins ~50% of competitive deals by identifying the right problem to solve.
Sell Inside Your Winning Zone
- Map your product and rivals into winning, neutral, and losing zones for the customer's priorities.
- Teach the prospect to prioritize your winning zones and deprioritize areas where you lose.
Set The Board On Call One
- On the first call expand the prospect's 3 priorities to a shortlist of 5 evaluation criteria you control.
- Probe early about other vendors and proposals so you know if you're in a competitive battle.