How To Use Your Weaknesses To Sell More

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January 23, 2006 by Dane Carlson | 1 Comment

Jim Logan:

First, pretend for a moment you’re your main competitor. What traps would you set if competing against your offering? List everything your competitor is likely to say or highlight in positioning your product, service, and company in a way that makes your offering weak and theirs the better option.

Second, stand in the shoes of your prospective customer and list every objection they are likely to raise in evaluating a decision to purchase your solution. This could be everything from lack of time in business to size of capitalization, market share, service and support capabilities, and terms of sale and pricing models.

Now, combine the lists and weigh the most likely objections to your offering.

In Sales | 1 Comment