How to Beat Out Your Competitors

Have you looked at any other vendors or solutions to address this? Who have you talked to? I want to see.

Who else are they looking at? How competitive is it? I'll say if it's an inbound demo booked, chances are pretty good they probably have or are already looking at other people too.

They might reach out to you or other people.

How deep are these conversations? Are you actively evaluating right now? What did you like about what you saw? What fell short? Okay.

Is there a specific tool you're replacing or you're adding capability you do not have today? This is key because what we don't want to find out is after the demo or after the POC because you've missed a lot of time into it.

So the sooner we do this up front, the better it's going to be.

Okay.

Now let's just say if they are looking at other competitors, why is it good to find that out early? So you know who we're going up against.

100%.

Leads to better preparation.

Exactly right.

Love that.

Yeah.

Say like deal control.

Yes.

Being able to know and not be kind of surprised by, oh, like, just came in at the last minute and took our business, whatever.

100%.

Demanding that we go for POC before all of them.

Yeah.

Well, his reality, your spot, this may change how you run the deal, right? Like, I mean, that might happen.

No, I'm not.

I'm actually not joking.

Yeah.

I think we should be asking for that,

but yeah.

Cause this, this can lead to other things as well.

It's like, Hey, cool.

Like, so if you're looking at multiple vendors, how will you decide which is the best one price aside? Well, it's a price off price.

Totally get it.

Let's put price aside.

How will you just determine what is going to be the best option for you? What's the exact criteria that you're going to look at? So you might need to plant some landmines.

You might need to do a little competitive selling.

You might need to guide them in their process.

You may completely shift how you run the deal.

Now, I would argue it's always competitive if you compete against status quo.

But when you're selling against other competitors, there are things you can do as well.

So you can give something back.

This is another example of giving something back, right? It's a really helpful context.

You know, a lot of people we talk to have been down the road with whoever.

And the first thing we hear is like, it wasn't terrible.

It was built for this.

So you can plant a couple seeds as well, okay? So you can still do a little bit of giving back as part of this conversation.

The key is just be careful and don't overdo it.

Don't be like, well, this company is absolutely horrible.

You know, let me tell you 10 things that's bad about them.

It's like, well, that's a little much, right? So you just be careful in your conversation.

Okay, all right.