Apr 27, 2020
What if your competitor has cheaper prices and more product? In this episode, Paul shares three ideas to sell more effectively when you are the underdog.
Show Notes:
“There is the constant back-and-forth question regarding small and large competitors.” Big companies can’t do what small companies can and vice versa.
“In Value-Added Selling, over 600 customers indicated that price was not the most important thing. In fact, there are ten things more important than price.” Don’t be fooled into thinking that price is the most important factor. It’s a factor, not the factor.
“What kind of value are you personally bringing?” All things being equal, the salesperson represents that one unique dimension of value.
Your knowledgeable expertise is critical. Knowledge ranked higher than product availability. “Your availability of knowledge has to be greater than your competitor’s availability of product.”
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