Overcoming Your Biggest Competitor

Written by Mark Dembo

Before you read any further in this article, I'd like you to take a moment and write down who your biggest competition is.

OK, got it?

I'm going to go out on a limb here and tell you that no matter what company you wrote down, you're wrong. Here's what I'll tell you; no matter what industry you're in, no matter how long you've been selling,repparttar biggest competition you face in selling isrepparttar 142985 status quo. The Status Quo; whatever it is your prospect is doing now – that'srepparttar 142986 key challenge you have to overcome in selling. Recognize this universal truth and you can become much more effective in your selling efforts.

To really understand whyrepparttar 142987 Status Quo is such a formidable competitor it helps to explore a bit aboutrepparttar 142988 psychology of decision-making. According to psychologist and author Robert Cialdini “Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways that justify our earlier decision.”

Let's look at how this applies in selling. Getting a prospect to change what they are currently doing – even if you have a genuinely better solution - is difficult. Our natural reaction is to try to show how we what can offer is better, how we can save them money, how we can save them time, and so on. Yet, oftentimesrepparttar 142989 more we try to back up our presentation with facts and evidence,repparttar 142990 more strongly our prospect will seek to justify and rationalize what they're already doing. Admitting that they made a bad (or less than optimal) choice, would create some real internal dissonance.

The louder that dissonancerepparttar 142991 greaterrepparttar 142992 search for rationalization and consistency becomes. This is particularly true ifrepparttar 142993 decision made is a public one;repparttar 142994 more people that know aboutrepparttar 142995 decision,repparttar 142996 morerepparttar 142997 person who made it will seek consistency and resist changing.

For example, suppose you are selling a software solution that has been proven to save companies time and money – and you can document it. You call onrepparttar 142998 head of IT at a key prospect. He tells you that he has developed his own solution, which, according to him “doesrepparttar 142999 same thing that your product does.” As you show himrepparttar 143000 proprietary features of your program, he even admits that yes, it can do things his can't, and yes, it would save time and money, and yes,repparttar 143001 CEO would really likerepparttar 143002 access to information it would provide. Yet, he won't proceed withrepparttar 143003 sale. Why? Well, what you may not know is that everyone inrepparttar 143004 company knows thatrepparttar 143005 IT Director (your prospect) has been championing how great his own system is, and that his line throughoutrepparttar 143006 company is “Why buy when we can create this system ourselves.”

Do You Fold Like A Taco?

Written by Kim Duke

Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.

It's not pretty.

The customer may not even be asking for a discount/added value but atrepparttar slightest sign of hesitation a.k.a silence -repparttar 142904 salesperson dropsrepparttar 142905 price or keeps throwing in extras "to sweetenrepparttar 142906 deal."

This isn't called selling - it is called Folding Like A Taco.

Get Comfortable With Asking For The Investment

This Sales Diva does not believe in CLOSINGrepparttar 142907 deal with a customer. I see it as OPENINGrepparttar 142908 door instead. I also know that in a relationship (which is what you should have with your customer byrepparttar 142909 way) there is some give and take involved. But you can't berepparttar 142910 one doing allrepparttar 142911 giving!

So follow these 4 steps:

1. Come in with your best offer right out ofrepparttar 142912 gate. Years ago when I sold television advertising with Canada's largest networks - I had a client that always asked for every concession FIRST and then they tried to bouncerepparttar 142913 offer back and forth between competitors.

However I have always had one rule. Integrity.

I will never forgetrepparttar 142914 conversation with my customer. When he saidrepparttar 142915 other TV station had dropped their price, I askedrepparttar 142916 owner a question. " Roger - what would have happened if I hadn't brought this proposal to you? You would have paidrepparttar 142917 full price that they were asking. In essence - by dropping their price so quickly - they have shown you they were overcharging you inrepparttar 142918 first place. I brought yourepparttar 142919 best offer right out ofrepparttar 142920 gate. Our product is like yours - extremely high quality - and I know that you always stick to your word with your customers- just as I do. My offer stands."

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