In this blog I share how a competitor’s lack of professionalism and jealousy helped me lock-in a positive, long-term client relationship.
A competitor, who was being championed by an executive who had worked with him in another organization, called into question the judgement of the senior executive that was my contact and the ultimate economic buyer.
The person’s two attempts to put me down and discredit me out of jealousy, greed or whatever motivated him, ultimately backfired. His desire and determination to get my client’s training business by discrediting me made him look totally unprofessional, bitter and damaged his brand and reputation. More importantly, it underscored his inability to sell himself on value and differentiation – which is what he claims to teach.
The competitor’s internal champion also made himself look silly in the eyes of his colleague and senior executives by advocating and recommending a person who modeled behaviours opposite of the firm’s core values and operating principles.
My position throughout the entire exchange was to thank my contact for letting me know of the attempt, and then express appreciation for his support and trust in me. I did not reciprocate by putting down my competitor, instead I considered other things I could do to demonstrate my commitment to my client. I looked for ways of further improving my services and the value of what I deliver.
Want to read more about this topic from leadership consultant and author Charles H. Green? Follow the link below.
Thinking About Your Competitors
To talk right, you must think right. And when it comes to talking about competitors with prospects, we usually don’t think right. Why? Our primary, ultimate and overriding objective is usually to win the sale. The result: our blatant display of disregard for the prospect’s interests is likely to lose us the sale.
I once heard a physician say, “In my 20 years of being a doctor, I never once heard a pharmaceutical rep from any company recommend a drug from any company but their own. So I don’t trust any of them.”
To read more the full article click here: What You Should Say About Your Competition When Your Client Asks You!
YOU never look good trying to make someone else look bad. Anon.