Many of us feel our products or services far out perform those of our competitors.

Even if it is true, does that information shared with a prospect get you any closer to a deal? How about proving to the prospect why your competition is not as strong? Or even criticizing them?

The truth is, any negative you say about your competition can you do much more harm then help. Most people will question why a salesperson would knock their competition, “Are they just trying to sell me?” or “Are they afraid I will like the competition’s offering better?”. Putting others down will only make you look insecure and scared of your competition.

So how should we behave? Try complimenting your competitors…do not hide from them. If you said things like, “I hear they do nice work” or “they have a great rewputation”. You are much more likely to hear the truth from your prospects. With the truth will come opportunities to understand your competitive advantages, and close more sales.

Remember, “Don’t Knock Your Competition”, it is only hurting you in the eyes of your prospects and customers. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.

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