From the course: Cold Calling: Overcoming Sales Objections

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Know your enemy

Know your enemy

From the course: Cold Calling: Overcoming Sales Objections

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Know your enemy

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- So it's really crucial to remember to know your enemy. Your competitors are going to be better at some things than you. It's just a fact. But make sure you know them and you know their response, so then you can say to the customer, yeah okay, they're great at X, but we're really good at Y. Make sure you tell the customer that you know their strengths and that you respect it and that will gain you respect from the customer as well. Maybe even recommend your competitor from time to time because that will make you an industry expert who knows about everybody on the market. So once again, all you're doing is just preparing for the worst and you're getting your responses ready for when you need them.

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