＃1规则销售代表在谈论竞争时应遵守

The way salespeople react to competitors is important. It shows your true colors as a company and as a person.

In sales, the winners are the ones who help their prospects. Good sales reps don't lie. They don't make things up about their competitors. They learn from the market and use that first-hand knowledge to educate their prospects on the competition, honestly.

这使我获得了我的主要销售规则之一：永远不要谈论竞争对手的潜在客户。

Why?

这不值得。它显示了您不专注于正确的事情的前景。坦率地说，我认为谈论竞争对手的糟糕率是普通的老不好的销售。它没有吸引力，使您看起来不好。您想成为这种销售代表吗？您是否希望将那种负面的污名贴在您的销售团队上？我对此表示怀疑。

潜在客户不想坐在那里听您讨厌X公司的程度，但他们确实想听听您对产品之间差异的诚实想法。bob全站appIt is okay to talk about your competition, but make sure you do it in a factual way.Never say anything that you don't know is100％真实。

我告诉我的客户，我认为自己是营销医生（我出售营销软件）。bob电竞官方下载如果我不认为我们很合适，我告诉他们。如果在任何时候我认为他们更适合竞争对手，我也会告诉他们 - 以及原因。

我不要有点儿快乐的客户。我想要并寻求客户非常快乐的。如果我认为买家将是我的一种快乐的客户，但是竞争对手非常高兴的客户，我会带着微笑将他们推荐给我的竞争。

但是，如果您将很大一部分的潜在客户转移到比赛中，那么您可能没有足够的资格。如果公司有资格获得您的产品或bob全站app服务的资格，则应自然而然地进行销售。首先要针对合适的人来为自己的成功做好准备。如果您的探矿公司比对产品更适合您的竞争对手，那么您正在浪费时间。

考虑你的个人业务和世界卫生大会t characteristics these customers have in common. Why do they love being a customer? How do they see success? Look for trends in your customer base and get really, really good at selling to those companies. Don't go after companies that lack these characteristics, or only sort of have them. You might have a fuller pipeline initially, but you will not be as successful in the end as a rep who qualifies religiously and is unreasonably selective about who they pursue.

归根结底，由客户决定决定。但是，作为销售代表，我们不需要通过吊索泥浆来更加艰难。我为自己的竞争对手尽可能多地教自己而感到自豪，因此我知道如何回答潜在客户的问题。但是，毫无疑问：我不依靠意见，我只提供事实。始终使您的竞争性销售基于事实。

To be good at selling these days you must be technical, ethical, helpful, and truly knowledgeable关于您的市场和竞争对手。您必须享受学习，而不仅仅是自己的产品，而且还涉及您的竞争对手。

您是否花费足够的时间了解竞争对手？您如何确保以公平和事实的方式竞争性销售？我很想听听您对公司销售团队如何做到这一点的想法。bob全站app

Editor's note: Ali Powell is an inbound marketing specialist at HubSpot. She originally published this article onThe Womenpreneurs, and it is reprinted here with permission.Join the Women in Sales Slack channel to connect with like-minded ladies in sales here。