You're faced with client objections about competitors. How do you handle them during your sales call?

To truly understand your customer's objection, follow the 80:20 rule! 80% listening and 20% speaking during customer interactions. This allows the customer to open up, and through active listening, you can provide a tailored response that addresses their concerns, pain points, and barriers that inhibit them from moving forward.

Listen actively. Don't interrupt! Understand what features impress them about the competition. Focus on value, not features. Show how your solution solves their specific problems better, even if it lacks a specific feature. Case studies are gold. Showcase real clients who achieved similar goals with your product. Don't badmouth competitors. It looks unprofessional. Focus on your strengths and why you're the perfect fit.

La escucha activa es escencial en el manejo de una objeción, al final de todo, podemos manejar una objeción como una pregunta no contestada al cliente y generalmente es un hint de cómo podemos brindar ayuda al cliente con nuestro producto/ servicio ñ.

knowing your competitors and what your product or solution can offer that they can't will give you the edge. You can pepper this across your pitch and landmine the competition. If you have a genuine weakness find out how important this is in the clients decision criteria.

Ask questions to dive deeper into the client's objections. Understanding the root of their concerns allows you to craft a more precise and convincing response. Understand the Root Cause First, try to uncover the real reason behind the objection. The objection about a competitor may be a surface-level issue masking deeper concerns. Ask probing questions to better understand their needs and priorities. Being curious and asking effective questions is critical. An objection is often a "gift" that allows you to gather more information about the client's decision criteria.

Las inquietudes al igual que j a objeción, son dudas no resueltas, es por ello que debemos ser buenos escuchando, pero sobre todo, ser buenos comunicadores. Esto implica un dominio y conocimiento extensivo de lo que estamos ofreciendo al porscpecto o cliente.

Acknowledge the Objection: Show respect for their perspective. "I understand your concerns about our competitors." Ask for Specifics: "What specific features of the competitor's product do you find appealing?" Highlight Your USPs: "Our solution offers superior durability, faster delivery times, and exceptional customer support." Provide Evidence: "One client improved efficiency by 20% with our product." Address Price Sensitively: "Our solution offers better long-term ROI due to its reliability and low maintenance costs." Seek Confirmation: "Does this clarify how we stand out?" Close with Confidence: "Let's schedule a demo next week to showcase these benefits in action."

Your Unique Selling Propositions (USPs) are what set you apart from competitors. Be specific about the benefits and how they translate into real-world advantages for the client. Highlight Your Unique Value Once you grasp their core needs, reframe the discussion by highlighting how your offering uniquely meets those needs better than the competitor's solution. Positioning your product/service as the ideal solution tailored to their specific challenges. "Teach" the client something new about their industry or business problem that the competitor may not have addressed. This builds value perception.

Just as the majority of conflicts in daily life arise from a lack of communication, a significant portion of client objections result from having incorrect information about your product or your competitors. In this sense, open-ended questions can help uncover the information your potential client has about you and your competitors. The most important thing to keep in mind here is to ensure that you are not lecturing your potential client; instead, you are gently providing accurate information. At the same time, you should speak about your competitors with respect and courtesy but emphasize why the client should choose you.

Use client success stories to build trust. Identify a Client: Choose one who switched from a competitor. Highlight the Problem: Explain the issue with the competitor. Show Your Solution: Describe how you solved it. Present Results: Share measurable outcomes. Example: "Client Y struggled with X competitor's limited support, causing downtime. After switching to us, with 24/7 support, Client Y saw a 30% productivity boost due to faster issue resolution and uninterrupted operations." Sharing specific success stories helps prospects see real benefits and builds confidence in your solution.

Customer success stories can be powerful for social proof, but they must be used correctly. It's important when selecting a testimonial that it is pertinent to their industry and the concern they are facing as it allows the customer to envision themselves in a successful environment where similar issues & concerns were alleviated via the product/service being sold.

Sharing success stories and testimonials can be a powerful way to overcome objections. They serve as social proof, reinforcing the value and credibility of your offering in the eyes of the client. Lean on Social Proof Cite examples of other clients in similar situations who chose you over the competitor. Social proof and case studies can be very compelling. Letting the client effectively "sell themselves" by qualifying their need and realizing your fit, rather than aggressively convincing them.

Agree with the client and validate what they say. For example: “You’re right, it is a cheaper option and in the short-term, you’ll definitely save money. However….. I know that you’re looking for….. The solution I recommend will….. So long-term, you’ll…… Can you see how that will give you a….?” Agreement (where possible) is what the client won’t expect and it enables you to be seen as a trusted partner in the decision process.