Episode 28: Dealing with the competition

Decoding Sales

Peter & Alex

Enterprise Sales, Business, Virtual Selling, Sales, Entrepreneurship, Software Sales

5 • 20 Ratings

🗓️ 31 May 2022

⏱️ 37 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Competition is a fact of life and business; in this episode, learn how to sell and win against your competitors.

* How to understand what the competition is saying about your weaknesses - and turn it to your favor
* Why understanding technology trends is crucial to winning deals against competitors
* How to credibly undermine the competition - without seeming petty
* Why and when it's OK to lose some deals
* How to stay authentic when you're trying to beat the other guys

This episode is sponsored by our friends at Salesroom who are building a video conferencing platform specifically for AE's and their buyers to build strong relationships in the virtual world. Built from the ground up specifically for sales interactions with video note-taking, real-time transcription and question detection, and AI-based recommendations, every feature of the platform is meant to help build rapport and trust. Salesroom is opening up access to their beta program. Go to salesroom.com to get early access!

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Transcript

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0:00.0	Welcome to Decoding Sales, a podcast where an engineer that's me Alex and a salesperson that's me Peter talk about the art and
0:16.8	science of sales as it relates to life and business in this episode we are going
0:21.2	to talk about the competition we like to talk a lot about
0:24.4	authentic selling and building relationships but how do you do that when there's
0:27.6	somebody else wooing the person you are going after? How do you position yourselves against them and build a
0:33.4	relationship without coming off as aggressive or obnoxious while still navigating
0:38.1	that dynamic? Peter has led a lot of deals where there is competition. so he's going to unbox and
0:44.3	demystify for us how to maintain an authentic sales process in the face of
0:48.2	competition how to navigate the competition and ultimately how to get that deal.
0:53.0	So if you're a founder facing competitive bidding situations or a
0:58.0	salesperson who wants to get some more insight into how to handle competition,
1:02.0	this episode is for you. We're going to dive deep into
1:05.0	Peter's experiences dealing with competition real quick, but before we do that we
1:09.1	want to give a special shout out and thank you to our sponsors at Sales Room. Sales Room is a platform
1:16.2	designed from the ground up to support selling. It's the only video conferencing solution
1:22.3	that helps sales people break through.
1:24.8	Peter has been exploring it at Twin Gate.
1:27.0	He's a big fan and we are really excited for their beta launch.
1:32.0	So please go to their website salesroom. for their
1:33.3	website, salesroom.com and sign up to be a beta user.
1:37.3	Well, Peter, let's dive into this episode.
1:39.2	I am so excited to hear about competition
	...

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