Competitors

January 5, 2010

In a product or sales presentation, I would never mention competitors by name.  Even if asked who I thought were our main competitors, I would strongly resist naming them.  This is because by naming them as competitors you are giving them a very positive endorsement that they are a company worth considering as an alternative to your own.

Even if you have a couple of very well known competitors, individual prospects may not be aware of them or may not have considered purchasing from them.  Giving their name in a presentation, may make your prospect rethink that decision.

In answer to the question, ‘Who are your main competitors?’  I would normally answer slightly tongue in cheek with ‘That’s a very interesting question.  While there are many companies who claim to offer competitive products to our own, we do not actually believe that we have any direct competitors who can …..  restating the benefits of your products / services.  ‘

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