SHOP AROUND

Until you become a friend, a partner, or at least a preferred vendor, you will have prospects that are going to compare what you offer with what your competition does.

You can minimize, or maybe even eliminate this, but you will have to shop around yourself.

As a professional salesperson, it is your responsibility to already know what the competition offers. I encourage you to find out everything you can about them so you can intelligently discuss the pro’s and con’s of the other options in marketplace.

So the next time a prospect is clearly not ready to make a purchasing decision yet, politely ask them to share whom else they are considering so you can compare and contrast your product/service with those of your esteemed competitor’s.

Giving them comparisons while they are still with you will, in most cases, remove the need for them to go anywhere else and, if you truly sell the best, you are likely to close a sale right then and there.