“Sales Guy, how do I handle when the prospect brings up competitors?”
Very easy.
Just ask them one question.
If you want the explanation read on👇🏼
If not just ask them this:
Very easy.
Just ask them one question.
If you want the explanation read on👇🏼
If not just ask them this:
First off, what’s the Commodity Frame?
It’s a perspective that YOU are just like everybody else. It Frames you as common, unimportant, and low value.
You break this by creating differentiation. Immediately.
In order to show you’re better you must show you’re different..
It’s a perspective that YOU are just like everybody else. It Frames you as common, unimportant, and low value.
You break this by creating differentiation. Immediately.
In order to show you’re better you must show you’re different..
Showing your different is how you create Contrast. Humans need contrast in order to make decisions.
Chads question sets the stage beautifully by acknowledging..
Chads question sets the stage beautifully by acknowledging..
that the prospect will find a differentiator important enough to choose a vendor. So he gets right to it and once he gets the answer he can build value and status.
The Clown assumes the prospects Frame and doesn’t Reframe.
The Clown assumes the prospects Frame and doesn’t Reframe.
It’s also worth noting the word choice.
“What were you hoping we could do that they CANT”
It implies Competence if we have capabilities that they do not have
“What were you hoping we could do that they CANT”
It implies Competence if we have capabilities that they do not have
• • •
Missing some Tweet in this thread? You can try to
force a refresh
