Competitor Flashcards
I don’t want to switch technologies right now.
Rebuttal: “I understand. It typically takes our customers [X days/weeks] to get fully up and running with [product]. How many minutes a day do you spend on [task]?”
I don’t want to get stuck in a contract.
Rebuttal: “I understand. Let’s talk about some different contract terms and payment schedules that I can offer you. Perhaps these would be a better fit.”
We’re already working with another vendor.
Rebuttal: “Why did you choose [vendor]? What’s working well? What’s not? Allow me to explain how [product] is different.” OR “Are you satisfied with this vendor?”
I’m locked into a contract with a competitor.
Rebuttal: “When is your contact up with them up? I would like to follow up a bit before then to see if you would like to visit switching over.”
I can get a cheaper version somewhere else.
Rebuttal: “What are the points of differentiation between [product] and your other option? What provides you with the most value and support?
I’m happy with your competitor.
Rebuttal: “That’s great. What components of the product or relationship are you most satisfied with? I’d love to learn more and see how we may compare.”
Competitor X says [false statement about your product].
Rebuttal: Thanks for sharing that information with me. Fortunately, it’s not true. Here’s what I can say about our product: Insert Value Prop or We will improve your RoAS by X amount”
