Have you ever wondered, “What can I say to—or ask a prospect—that’ll help replace or eliminate my competition?”
Yep, thought so.
While your desire to replace or eliminate your competitors is admirable, unfortunately, it’s highly unlikely. How come?
Because buyers are reluctant to change. Even if the change helps them improve their condition and attain a more favorable future.
Therefore, as much as you’d like to replace your competitors, your decision-maker may have a comfort or security level with the past, they don’t want to disrupt.
So if you’re unable to “replace” your competitor(s), here’s how to position yourself—to become the next best solution.
Ask something like:
“Irv, I can now understand why you’ve been so happy with Hard Sell Enterprises and why you wouldn’t want to replace them. So let me ask you this, how can I, (our team / company and our i.e., products / services / solutions) complement what Hard Sell is doing for you?”
This question is extremely powerful. Here’s why.
It allows your decision-maker to breathe a sigh of relief. He or she now knows they don’t have to replace their current relationship. They sense, there could be high risk with replacement, but minimal risk when one complements.
Together, you and your decision-maker can now determine how you can complement, contribute to or be a part of their solution, and not the entire solution.
While initially, you might be unable to get the whole pie…
With this simple, proven and winning strategy, you can now earn…a tasty slice of it!