Imagine you are a sales man...
May 14, 2007 12:49am CST
Company A, B and C are providing similar services and products. You are a sales man from Company C. You are giving a presentation to a potential client, including the CEO, who is interested in aquiring a product in the area where your company has expertise in. After your long presentation where you gave the pros and benefits of your product, you open the floor to Q&A and the first question asked to you, by the CEO, is "I have seen similar products from Company A and B as well, and all of you boasts that you are number 1, THE expert in this field of work. How would I, the consumer, know for sure that your product is the BEST for my company? How do you justify that you are better than the other two company?" How would you respond to such a query?
14 May 07
That approach is only good if you know the competitor's product enuff to do a comparison. Take for example, Nissan lorry vs Toyota lorry vs Daihatsu lorry, all in the same class, all can carry similar loads, all have good after sales. So in this case, how would you compare? The above is not a very good example, but one I can come up with off the top of my head. If the company you are working for is providing a IT service, how much of your competitor's solution do you know? What can you find out to compare with yours to justify your statement "we are the best in this field" to give an answer to the CEO without shooting yourself in the foot?
14 May 07
If that sales perons doesn't know their competitors product well enough to make comparison. All-Bi-Good if he lose the deal because he didn't make enough homework. If IT base of product, one of the things that CEO like to hear is "Yes we can do it fast, cheap and anything that you want it. With lots of report achieve a shorter term of ROI." Sigh ~! ~
14 May 07
again, the CEO will respond, the other two company also made the same claim. What makes your product superior over the other two? I am asking, cos I am evaulating some products, and my boss's boss asked this to many of the vendors who came... all of them are stumped!