“Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making another purchase. In this episode, John Kaplan discusses how you can fight this increasing tendency. He explains how to:
Here are some additional resources:
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Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
- Prepare for discovery sessions to ensure you get all the information necessary to differentiate against “Do It Internally.”
- Prepare trap-setting questions.
- Obtain an understanding of the buying company’s political landscape.
- Explain the merits of your solution without coming off as superior.
Here are some additional resources:
- What to Do When You're Competing Against Do It Internally
- How to Ask the Right Questions in Your Sales Conversation
- Articulating Differentiation: 5 Ways to Trap the Competition
- Align with the Buying Process: The Power of the Mantra
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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