Sales agents often forget that their main competitor isn’t the other sales agent down the street.
The biggest competitor any sales agent confronts is the status quo.
Whatever is going on for the prospective client is happening because that’s what they’re used to and what they’re comfortable with. If they weren’t, they would have changed it already!
Action – So stop worrying about the presentation or pricing or product from the other sales agent. Instead, focus on uncovering what the prospect is doing and why they’re doing it that way.
When you know what really makes someone comfortable, you’re more able to present your solution at a higher level of comfort.
Remember, no matter how professional, articulate and seemingly unbiased your prospect appears, they’re still motivated to avoid the pain of change. Knowing what makes that individual at ease means a stronger likelihood of beating out the real competition.