Talking About Your Competition?

It is best not to talk negatively about your competitors as part of your sales information. But what happens if a shopper brings up the name of one or more competitors in an attempt to gain a price or other advantage over you? Since the shopper is actually throwing the competition by name into your face, the salesperson needs to consider a measured response.

The salesperson needs to decide if the competitor has been mentioned or thrown into their face because the shopper is trying to haggle down the price or if they truly need some reasons for paying more per person with your company over the less expensive competitor.

It is unwise to talk about competition in a negative way as a method of sales, but it is just as wrong not to explain your differences and advantages over the competition when a shopper brings them up. Often the shopper is really asking for information that will help them select you over the other company even though you are more costly.