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We’ve all been there…

You spent a good deal of time with a customer.

You answered their questions and revealed everything you know about a product. Now you’re rubbing hands, confident about the sale when your prospect pops the most confronting of questions:

“OK, but why would I choose for you instead of your competitor?"

  • PC

    Patrick Campbell

    about 5 years ago #

    This is interesting, and actually a really good framework. I was asked this yesterday and didn't have a picture perfect answer. :)

  • VR

    Vanez Revales

    about 5 years ago #

    For me, this is the most frustrating and the most challenging question that an interviewer asks so you must know how to prove your worth.

    The truth is, i hate questions like this so I don't know what to answer.

  • LM

    Lincoln Murphy

    about 5 years ago #

    If your customer is asking this it either means you did a poor job positioning your product or service in a way that truly resonates with their Desired Outcome... or... nope, just that one option.

    As a consultant if someone asks me this I tell them I'm no longer available and go back to the drawing board to figure out how I failed at positioning myself so bad that they could even compare me to a "competitor." You might say that's extreme, but I don't want to work with someone that doesn't see me as uniquely qualified to help them. There's only one me... I have no competition.

    While vendors in crowded product categories may have a tougher time doing this, the reality is it's possible every time. But it may require you to double down on your Ideal Customer Profile... after all, if you aren't talking to someone... you aren't talking to anyone.

    Here's the GH thread on my Ideal Customer Profile, BTW: