Great tips by Ryan Leask for how to handle competitive traps… also, love his tag: “The Dumbest Smart Guy.” 🙂
Image Source: Sarah Pickering
Boom… You’re in the middle of a deal when your prospect asks about an area where you’re weak. A lot of people don’t handle this situation well, and come out of the meeting worried about the deal, scrambling to get the feature added to their roadmap. Often times, the source of this issue actually came from a competitor who planted the landmine that you just walked into. You can always tell if a competitor was the original source because:
- The question comes out of nowhere
- It’s a feature where one of your competitors is strong
- The prospect asks the question in terms of a specific feature and not in terms of their business requirements
- When you ask them “why” they’d actually need this feature, you get lots of “ums and ahs”, and a vague reference to something they might want to do, possibly, one day in the future
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Big Data Mama 