The Role of Public Speaking in Building Authority With Leads

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Here are five tips for talking about your competition:

1. Do discovery before responding
Just like when customers raise objections gambling data saudi arabia around price or features, competitive threats often bait us into launching into a competitive positioning monologue! But before you get too carried away it can often help to stop and ask the customer about the nature of their question so you can respond appropriately.

For example, you might ask what the customer’s experience with that vendor has been so far. What have they seen or heard that they’ve liked or didn’t like? Is there a particular area of competitive differentiation they are focused on?

You might be surprised by what you learn, not only about your competition, but your customer’s perception of them. All of which can help frame your approach to responding.



2. Don’t bash. Be diplomatic
As much as you might think of your competitors as your enemy, the reality is, even your most notorious competitors have customers who love them. Your competition is worthy of your respect and bashing them diminishes your sense of professionalism. Don’t forget, your customer may have used/selected them in the past or might even know someone who works there. When it comes to talking about competitors, taking the high road is always the best call