Discover the secrets of competitive positioning in sales! Uncover competitor weaknesses, highlight your unique value proposition, and communicate effectively. Learn how to outshine the competition and achieve sales success with concrete examples.
Hi there, great to see you! Today, we will focus on mastering competitive positioning in sales interactions. By providing concrete examples for each key step, you will learn how to set yourself apart from the competition. Let's dive in!
Remember, competitive positioning consists of three essential steps:
- Step 1: Know Your Competitors
- Step 2: Understand Your Unique Value Proposition
- Step 3: Communicate Effectively
Now, let's explore examples for each step.
Step one, know your competitors. Imagine you're researching Payhawk, one of FinFlow's competitors.
You discover that Payhawk offers a similar expense management solution but lacks advanced approval workflows. Armed with this knowledge, you can address prospects' concerns and emphasize FinFlow's superior customizable approval workflows.
Step two, understand your unique value proposition. FinFlow's strengths include real-time spend control, customizable approval workflows, and seamless integrations.
For example, our customizable approval workflows help finance teams maintain control over their expenses by setting up a clear and efficient approval process. This sets us apart from competitors like Payhawk, which may not offer the same level of customization.
Step three, communicate effectively. Let's say you're talking to a prospect who's concerned about managing company card expenses.
Instead of criticizing Payhawk's card management features, highlight FinFlow's robust card management capabilities, such as virtual and physical cards, individual spending limits, and real-time expense tracking. This approach maintains a positive tone while addressing the prospect's concerns.
To recap, here are the concrete examples for each step: In step one, we researched Payhawk and identified their weaknesses. In step two, we emphasized FinFlow's customizable approval workflows as a unique value proposition. And in step three, we effectively communicated FinFlow's superior card management features. And that wraps up our session on competitive positioning! With these examples and tips, you're ready to showcase FinFlow's strengths and outshine the competition.
Keep up the fantastic work, and let's keep winning together!