Though this may sound quite negative at first, what they’re indirectly asking for is more information about your company. Give them some key points about your company, what you do, and how you can help them. Use testimonials and social proof to show that you can deliver on what you promise.
With a failure rate of 90%, it’s no wonder prospects hesitate to commit to startups when they could keep using the proven incumbent. Your product may be better, but the industry standard is safer.
The trick to winning over these prospects is presenting an option they haven’t thought of: using both solutions. Turn an “either-or” situation into an “and” situation, and you can close even the most stubborn prospects.
It’s nice to know that people are talking about your company with their peers, but when the information or opinions shared about you are negative, it can be hard to come back from.
Your goal is to change how they view your company without directly combating the negative claims they’ve heard. You also want to steer away from saying negative things about the competitor/customer, as bad-mouthing them isn’t what’s going to keep your sales call on track.
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