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PROBLEM SCENERIO
Theres hardly an opportunity that doesnt come with some sort of competition. Whether its an
established vendor that has the upper-hand, or you are dealing with some internal forces that are
making it hard to move your opportunity forward.
Today, The Command Center breaks down how to deal with significant obstacles in your
opportunity.
Your Competitor
When customers cant differentiate between multiple competitive offerings; they often assume
that all the solutions are similar in value.
Sellers who fail to introduce relevant differences early in the sales cycle miss a fleeting
opportunity to influence the buying criteria. As a result, the decision will come down to the lowest
common denominator price. Be sure youre ready to articulate your competitive
differentiation. Use trap-setting questions that demonstrate your competitors weaknesses.
Remember, differentiation is only effective if you map it back to the prospects decision criteria
and required capabilities.
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