If you can't be the vendor with the biggest promise, be the vendor with the most transparency. Directly attacking your competition in a sales conversation can easily backfire. Instead, talk straight about what you can realistically deliver to the prospect, and have the content to back it up. Provide case studies about the results you've generated and collateral with your process or typical timelines for results. It will become clear to the prospect that your competitor is relying on big talk, while you have a track record of real results and a proven process for generating them. It'll be even easier if you can tell a story or deliver a case study about a client who came to you after being fooled by another vendor that made big, unrealistic promises.
As a marketing manager in the performance industry that goes way back in the industry knowing Dennis Consorte. I’m tired of sales reps giving the bait of a performance-based deal and then when you’re about to go live… they switch to a typical retainer or hourly model. So, all the confidence in a win-win deal goes out the door when it's time to launch. It's so frustrating and it leaves a bitter taste to not be open to new partnership deals. Now I work in the mattress industry that sells B2B to stores. So many manufactures are fighting for floor space and the challenge is that some sales reps can over promise the value “bait” they bring and underdeliver on that promise aka switch. Brian Hawkins is the Marketing Manager for GhostBed.com
In business, it's important to always be honest with your clients and customers. If you overpromise and underdeliver, you will damage your reputation and lose the trust of those you do business with. This is especially true when selling to other businesses. When your competition makes unrealistic promises, it can be tempting to follow suit in order to win the account. However, this is not a good long-term strategy. Instead, focus on being realistic and providing value that your competition cannot match. By being honest and transparent, you will build trust with your prospects and position yourself as a partner they can rely on. In the end, this is the best way to win new business without overpromising.
If you're certain what the competition is offering is unattainable, show the potential client why you think so and try to convince them through your grasp of the market and your niche. Focus on explaining the competition's mistake, not selling your product. After all, discouraging someone from buying from the competition is one thing but explaining why exactly the competition cannot deliver what they promise is another. Clients will appreciate someone who knows their business and can back up their claims with facts.
When on a negotiation table, it is always advisable to propose a possible deal. Promising a bailout for a B2B sales prospect assures the involved party that if they run into trouble financially, they have a contingency plan in you. A bailout is a realistic offer since it acts as an emergency fund for the business. It gives you access to the businesses’ market and benefits and makes you a reliable partner since you hold the key to the organization’s future.
When it comes to working with big or successful people or people who want success most of them get told lies or bs all the time as such if you tell them the other person wrong or telling wrong information it gives you a air of confidence and also makes you seem a decent honest person if you say this to a client have done this myself many times and got paid from it so does work often if you are straight to the person for telling your competition is lying to the possible client often a good idea to me. https://digitalmarketersworld.com/