October 31, 2017 – Presenting
Don’t shy away from addressing alternative options with your prospect. Don’t pretend that yours is the only option, particularly if your customer has made it clear that he’s considering alternatives. Acknowledge the fact that the customer is considering other options and discuss them with him. Do so in a positive way. Help the customer see how the solutions compare to one another and highlight the areas where you can better meet the customer’s needs, especially those that are at the top of his priority list.