Su cliente está cuestionando una comparación con la competencia. ¿Cómo puede abordar sus objeciones de manera efectiva?

The voice of the customer is the key.. listen on what and why they are truly concerned.. have informal discussions and show them the future.. you are not only for a snatch but for long term collaboration..

Whenever a customer raises a concern it is a great opportunity to understand their perspective on an issue. Maybe the competitor has already briefed them with their vision, maybe they have previous experience of the competitive solution. Take the time to understand before you answer or pushback

Objection handling is a critical aspect of sales, enabling sellers to address customer concerns effectively. Sales engineers identify it as a major challenge, but with proper training, turning a "no" into a "yes" becomes achievable for your team, ultimately boosting sales success. Addressing client objections not only builds trust but also nurtures long-term partnerships and encourages repeat business. Furthermore, objections provide valuable insights into client priorities, facilitating the customization of sales strategies for present and future interactions.

Do not rush your inputs as a sales engineer. This is standard stuff, but the point here is simple: a person who wants the best solution at the best value. Acknowledge the competition and their strong features, if they have any, and see if your product provides competitive value or benefit over them. Take a moment to provide an answer in the best interest of the solution and customer, and show the benefits of your system. Also, highlight any concerns or issues your prospects or customers faced with the competition. Use customer references or prepare two scenarios and walk them through what will happen if they choose you over the competition.

Highlighting what you do better is always a great strength to play against vs downplaying a competition. It is critical to talk about the value you provide vs something another player doesn’t. Customers love the quantifiable benefits vs anecdotally referring arbitrary features a competition doesn’t do

My advice is always to make yourself the same before highlighting your strengths. Say something like "Yes - we also do that in a similar way, but here is how we do it differently, and why we think that it is an improvement..."

The client says, "I'm not convinced that your product is better than our current solution. We've been using our current system for years and it's been working well for us. I'm not sure we need to switch to a new system." You respond by saying, "I understand your concerns and appreciate your loyalty to your current solution. While your current system may be working well for you now, our product offers several benefits that can help to improve your efficiency and productivity in the long run.

If a customer highlights that something is missing then you should validate what impact that might have on their business. Sometimes competitors have laid traps, knowling that you don't have that feature. Avoid them by understanding what the impact might be and then call it out if the customer will not actually need it. Also, suggest how your product/service has an alternative approach to achieving the same or better result.

The client says, "I'm not sure that your product is worth the investment. I don't see how it can really save us money in the long run." You respond by providing evidence to back up your claims. "I understand your concerns about the cost of switching to a new system. However, I'd like to provide some evidence to show you how our product can actually save you money over time. First of all, our product is designed to be more efficient and streamlined than your current system. This means that you can complete tasks in less time, freeing up more of your team's resources for other important tasks.

Any solution should be focussed on outcomes and not features. Change is hard for most customers, but a clear focus on the outcomes, plus timescales, should get people motivated. The overall solution fit is where you should focus yuor time and energy

The client says, "I'm still not sure if your product is the right fit for our company. I'm worried that it won't be compatible with our current systems and processes." "I understand that the thought of switching to a new system can be daunting, but I assure you that we have extensive experience in helping companies like yours make the transition as smooth as possible. In addition to our dedicated support team, we also offer comprehensive training and onboarding services to ensure that your team is fully equipped to use our product effectively.

Objections are a natural part of the sales process. Successfully addressing them requires a strategic and empathetic mindset. Through active listening, offering pertinent information, and preemptively handling concerns, objections can turn into chances to foster trust and secure deals. Always keep in mind, objections serve as pivotal stepping stones on the path to sales success.