“We just liked the opportunity to show you how we’re different and how we provide additional value to our customers.” – Florin Tatulea in today’s Tip 789
How do you handle the “We use a competitor” objection?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Florin Tatulea. Florin is a passionate sales leader who lives and breathes all things sales development. He’s currently leading a team of SDRs at Loopio. Here he is:
Florin Tatulea: Another very common objection that most SDRs receive is, especially if you’re in a competitive market is, you know, we already have a vendor in place and are happy. So a couple of things you are framework I use, but you know, first you wanna acknowledge and disarm the objection. Then you want to provide the answer to the burning question. Why should they bother taking a look at you? And then three, going for the no, as Chris Voss says.
So it kind of looks something like this, if they tell you that they already have a veteran’s place. You know, Scott, I’m glad to hear that you have a veteran place to help you with that. At this point, we aren’t asking you to rip anything out. A lot of our customers used to, or still use competitor X. We just liked the opportunity to show you how we’re different and how we provide additional value to our customers. Would it be a terrible idea to hear some ideas on how we could help with X?
Scott Ingram: To connect with Florin on LinkedIn where he regularly posts really valuable insights like these and for a link to his episode on Sales Success Stories from when he was the top-performing SDR at Loopio himself, just click over to DailySales.Tips/789 and we’ll have those links for you there.
Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!