May 23, 2023
#9011856
Will Barron
Keymaster
May 23, 2023
Will Barron
May 23, 2023
Hey Jeff. You need to identify “the gap” –
The book runs through the competitor takeover framework from page 296.
I’ve got some reps getting, “Sounds good, but I want to see what my current provider can do before I make the switch.”
- Does the buyer really understand what separates your offer and the incumbents?
- Have you positioned yourself as the person who is fixing the incumbents mistakes?
- Is the prospect even really qualified or are they price shopping you to get a better deal?