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245 (Sell) How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
30 Minutes to President's Club | No-Nonsense Sales
Focus on Differentiation and Champion Support
Rip and replace deals are advantageous because the customer is already committed to solving a problem, having previously invested in a competing solution. It is crucial to understand why they chose their initial solution to effectively highlight areas where your offering excels beyond their current provider. Strong differentiation in your solution is key, as is the presence of a robust champion within the client’s organization who will advocate for the switch. This champion is essential due to the inherent risks involved in changing solutions, as B2B buyers often experience remorse after their purchase decisions.
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