RESPOND to the objection: We have to use "your competitor." Strategies 1-3 of 4
Prevent - Preempt - Respond
Objection 13 of 85: We have to use 'your competitor.'
- When does it usually occur? After the initial introduction of your products/services.
- Probable Cause: Prospect does not believe they have the authority to move forward.
- Objective: Identify the buying process and Influencers and achieve product/service differentiation.
Response Strategies: 1-3 of 4
- “Have to use our competitors?” Learn more about this situation. Guide as necessary to get a reason-based explanation, not an emotion-infused defense.
- “Thank you for that information. That is a position I would like to be in, and I guess, so would your salespeople. Could you tell me how that came about?”
- “Just to clarify the agreement they made. What leeway do you have if _____ (current supplier) can’t meet your needs?” If so, then move to ask about concerns related to your USPs. Quantify everything. Then find out when the agreement is up for renewal and the decision-makers involved so you can call at the appropriate time.
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