Dear B2B Sales Representatives,
I had a discussion with one of your colleagues for a particular business product.
The first 20 minutes of your colleagues conversation with me was spent primarily speaking poorly of his competitors. From features, to prices, to business models, he slagged them all.
I have to tell you, at the point where he was stating how superior his business model was, I had to point out that a CEO and business, both of which are a household name in the PC space, used the same business model as this sales rep’s competitor, to good effect I might add.
That type of talk is needless.
Sell your value. Sell the perception of your value.
You are not getting far with me if your ‘value proposition’ is how bad your competitor is.
Sincerely
Elliot Ross
IT Manager