What are the limitations of other solutions?
This is “not” an opportunity to bash your competition, but is rather, an opportunity for you to highlight the limitations of the current solution, in terms of that the users will understand and relate to.
Focus on the desired state, after using your product rather than on why their current product or service is limited or ineffective.
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1. Question
What are the limitations of their current solution?
It is really bad practice, to criticise or demean your competitors, in front of your customers. It is however, crucial that you show the users of your product or service, that you offer a better way.
Think deeply for a moment, about how you can demonstrate, how your product is a better choice, than their current product. Remember that, you must achieve this, without criticising your competitor.
Example:
When demonstrating, how effective our Time effectiveness solutions are, we deliver a short powerful video, to the sales professionals, showing how you can make the time to carry out your priority activities daily. (see sample video below)
Think about your industry, markets and customers. How can you show the the limitations of your customers, current supplier, without criticising them at all.?
Describe in detail, how you intend to do this?
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