When faced with a competitive

[Shishirgano9]

Use it as a qualification opportunity The truth is, your solution won’t be a good fit for every customer and it’s perfectly reasonable (and helpful for both parties) to use a competitive question as an opportunity to further qualify the deal. In these instances you can highlight very good reasons why a customer might choose one solution over the other and put the question back to the customer. For example question about price you might respond by saying, “If you look at both us and Competitor X you’ll find we’re more expensive but that’s because they’re focused on serving the needs of smaller customers with a more limited feature set.



At first glance, that makes their solution quicker to implement pakistan cell phone number list with less maintenance. On the flip side, our solution is definitely more comprehensive which means it’s ideal for smaller customers who plan to grow quickly and know they’re going to need a more sophisticated solution. In fact, the type of fast-growing customers who evaluated both solutions and ended up choosing us tell us they’re ultimately happier because they avoided the pain and cost of switching platforms.