When it comes to sales you have to ace every competition that hinders you. Of course you can’t always win but you can increase odds of doing so by being strategic.
Opportunities will keep knocking on your door but if you give them a mediocre response your competitors will easily take over. Thankfully there are three things that you can do to avoid such problems in sales. Read on.
Try Knocking Off At Least One Competitor
When you are competing with more than two others you should first try knocking one off. Fifty-fifty chances are good but thirty-three percent chance of winning a deal is not even close. Therefore you should try and talk the customer out of at least one vendor. You can do so discreetly so that there is no suspicion. You don’t even need to badmouth any vendor. You can simply say that you think that the customer is a little too sophisticated and that the vendor will not be able to handle that. In that way you will remain in the good books of the customer.
Also, you should never go overboard with it. You should never say the same thing about both vendors. Just take care of one and improve your chances while maintaining your credibility.
Weigh your Chances
Every opportunity is not all that great. If there is too much competition, say more than three vendors, you should think about the effort required and whether it is worth it. Sometimes it is better to back off or walk away and concentrate on other opportunities than to waste your time on someone. Therefore you should consider the odds and then make an informed decision.
Try Getting Closer
Try getting closer to at least one person in your customer’s team. Impress him with your desires and literally ‘take him on your side’. This, of course, may not bring you the order or deal but you will be able to understand whom you are fighting against. Again, be very strategic when you ask and try doing this as early as possible.
In sales, there is no place for those who come second. You have to ace it or you will end up with zilch.
The best way to beat your competition is to identify it and then to work towards eliminating it. You may also get in the good books of your customer by being very strategic while conversing. Weighing your chances and taking the exit yourself at times is also advisable.