Make Sales Appointments With Competitor’s Customers Using A Technique To Re-Frame Your Perspective

Make sales appointments with your competitor’s customers by using a technique to re-frame your perspective. This appointment setting skill uses a combination of NLP, visualisation, and sales, techniques.

Sales people often see a sales prospect that buys from a competitor as a negative, a challenge, or a difficult sell. By-reframing how you see this potential new customer you can turn all of your competitor’s customers into sales targets that you look forward to attacking. Let your mind free of assumptions and forget any past experiences approaching similar sales. Try this technique, then you will want to look for an effective cold calling appointment script to make the best use of this sales training.

Sales Techniques

You can use the fact that the sales prospect already has a similar product from one of your competitors to your advantage. When you cold call, prospect, or make a sales appointment call, you can immediately relate your conversation to the product they already have. The prospect will know what you are calling about, and have an idea about what your product or service could do for them.

Compare this to cold calling a prospect that doesn’t currently use a similar product to the one that you sell. The may know nothing about what your type of product does, how it works, and the idea may be completely new to them. This can prevent fluent communication, create objections that stop cold calls, prevent sales appointments, and cause low responses to marketing.

So from this new re-framed perspective, a prospect already having a similar product or service to yours can actually be an advantage and not an obstacle to winning the sale. Change your viewpoint and use the prospect’s current situation as a vehicle to help you gain a meeting with them.

At the marketing stage you can target prospects that you know already have similar products to the ones you sell. You can even take it a step further and target those prospects that are customers of a particular competitor. When you study a specific competitor, their products, and how they sell to their buyers, you will see the way to prospect and cold call their customers.

Put yourself in your competitor’s customer’s shoes and learn how they would want to be contacted and marketed to by a new supplier. Start with marketing information. From your new viewpoint, as a competitor’s customer, what would it take to catch your attention with an advertisement, mail-shot, or electronic mail-out. If you were being contacted by a new supplier trying to get you to agree to a sales appointment, what would be the one line that they could use to tell you why they are calling. What would be the attention grabbing line that makes you, as a prospect, want to listen to the rest of the appointment setting call.

Then, still from your re-framed perspective as a competitor’s customer, see what you would need to hear to influence you to agree to a sales appointment. What would do it for you, what would stop you saying: Sorry not interested, I already have a supplier.

Your sales prospect, who buys from your competitor, is a person just like you. They think like you do, and they are influenced and motivated in the same way that you are. By using the above technique you can re-frame your perspective and see things as they do. You can run through the marketing, prospecting, and sales appointment, processes and see how to get in front of them and sell to them.

Make Sales Appointments With Competitor’s Customers Using A Technique To Re-Frame Your Perspective

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