It really doesn't matter how competent you are or how well you know your product line, if you don't have a qualified prospect in front of you, you don't have a sale. Here are some tips:

Emphasize Your Strengths

Keep the high ground and avoid the temptation to badmouth your competition.

While it is fair to make head-to-head comparisons, you should avoid personal attacks. Attacking your competition makes you look unprofessional and petty.

Emphasize the benefits of your product or service by guiding your prospect through a comparison of quality and price. Play to your strengths and not the weakness of your competition.

Let your prospect draw his or her own conclusions from your comparison.


--Source: John Boe presents a variety of sales training and motivational programs for meetings and conventions. John brings more than 20 years of experience as an award-winning sales trainer to the platform.