Tomorrow is the big day.
MONDAY UNFILTERED
I’m launching my first end-to-end Discovery playbook.
50 pages, no fluff, frameworks, exact talk tracks, videos.
Most important skill you can learn in sales.
📚 – Viral Marketing Sells 5K+ Books… In One Day (1 min)
CONTENT OF THE WEEK
📝 – If You’re New to Sales, Read This (1 min)
💸 – “Yesterday, someone made an awful post about me.”
(1 min)
Introduce Your Competitors (and compliment them)
For almost all sales orgs, win rates are lowest versus status quo.
Win rates actually go up in competitive deals.
It means the buyer is serious & committed to solving their problem.
It feels weird….but lean into that….
Early in the cycle – bring up the idea of evaluating 2-3 competitors.
And give them high praise and compliments.
But ONLY in areas that go against why your buyer would select them.
Aka reverse complementing.
How to Introduce Competitors:
- “Pretend you don’t go with us, how do you plan on solving for ____?”
- “Is this a big enough problem to spend money fixing it?”
- “Buyers who evaluate us will typically look at 2-3 other options as well. Have you all begun that process?”
Identify Why Buyers Would Select You… Write Out the Opposite
Reverse Complementing:
Instead of bad mouthing competitors, compliment them.
But specifically in ways that would actually make the company less likely to buy them.
Reference that column on the right for ‘The Opposite.’
Example Scenario:
You sell a platform SEO solution and they are evaluating a point solution.
Your value proposition is ease of use in a few hours per week.
You know they are spread thin and aren’t experts.
Obviously, ensure that how you position them is accurate and is fitting for that competitor.
Continue doing this throughout the cycle.
Win the week!!!
