By Alistair McQuade

How to beat every competitor, every time.

It’s not always the best product that wins the deal.

Where is the prospect in the purchasing process?

Changes over Time

Recognition of Need

Evaluation of Options

Resolution of Concerns

Decision

Implementation

Show Your Prospect How High To Set The Bar

As part of the business case, help the prospect to build a

specification around your offering. If you have features that

out perform the competition, ensure that those performance

levels are set as the minimum bar to tender for the business. Any

supplier that cannot attain those performance levels are ruled out.

Don't just keep asking for a decision like the other sales guys will be doing.

Move Away From Price

• Think wider than the product or service, by looking at the value created by:1) your whole company 2) your wider team3) Personal value4) Political wins

Conclusion

• Even if the competition get the deal this time, stay close during implementation, as things may go wrong.

• The prospect will tender for the business again. Learn what really lost you the deal (beyond price). You may have lost the battle but you will win the war!

• You can outsell any competition. First of all you need to recognise that you can. Then adopt these sales techniques to make sure you do.

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By Alistair McQuade

How to beat every competitor, every time.