Talking About Your Opposition

There is a desire at times to talk about the inadequacies of your competitors.
I used to get that inclination, I’ll bet you do too.

I was warned against making any disparaging remarks about the opposition early in my sales career.
I was told it wasn’t good form, not professional etc and I believed that.

I think there is another reason too.
If you bag the competition you risk the prospect /customer taking a polarity response and taking on the exact opposite point of view, often with fervour.
And that would not be good.

The following post from Art Sobczak is about how to respond when asked about your competition and well worth a read.

Read it here.