So, your competitor has been talking bad about you in the marketplace, huh? Oh, they’ve been saying the worse things; you’re going out of business, you’re losing this key account, another account is terribly unhappy with you and on and on and on.
We’ve all heard it before. Sadly, it’s not the first time and it won’t be the last.
So, how do you respond? What do you do when your competitor resorts to underhanded tactics like gossip and rumors?
Easy: take the high road. Rise above it.
And, you’ll be glad to know there’s a way you can do it which makes them look like a bunch of junior high school candy sellers!
Let’s say, for example, you have a competitor (ABC Company) who has been into one of your key accounts and has had some less than flattering things to say about you or your company. Again, this happens far more than any of us would like, but we have to learn to handle it like a professional.
Here’s what you should say:
“You know, Mr. Customer, ABC is a good company and I doubt their management knows they have a salesperson doing this. (You’ve isolated it to the salesperson because this is who you want the customer to question) But, all I can tell you is if I didn’t have anything good to say about my company, I’d hope I wouldn’t spend my time just knocking my competition. So, let me tell you what we’ve got going right now…”
BAM! You just caught the poor, unsuspecting salesperson with an uppercut—and it did some damage.
Let’s look at what you said: The competition is a good company, BUT you never said the salesperson was a good person. In fact, you isolated him or her away from the company by questioning their knowledge of the rogue tactics. Secondly, you basically called them and made them look juvenile with their strategies and tactics. Then you turned it into a positive by shifting the focus to the great things you have to offer the customer.
This can be tailored to fit your situation, but in a nutshell you’ve taken a potentially horrible situation and turned it around on the perpetrator. Move on. Keep your chin up and don’t get down and wallow in the mud with them.
Rise above it. I’ve seen customers go back and confront the offending party with their lies. NOW, you’re winning and winning big!