Competing Against “Do It Internally”

“Do It Internally” might be the most frequent competitor you
come across. In this economy, you’re probably competing against it
more than you are used to with more and more customers l
considering a solution in their own company rather than making
another purchase. In this episode, John Kaplan discusses how you
can fight this increasing tendency. He explains how to:

Prepare for discovery sessions to ensure you get all the
information necessary to differentiate against “Do It
Internally.”

Prepare trap-setting questions.

Obtain an understanding of the buying company’s political
landscape.

Explain the merits of your solution without coming off as
superior.


Here are some additional resources:

What to Do When You're Competing Against Do It Internally

https://bit.ly/3HTUdXC



How to Ask the Right Questions in Your Sales Conversation

https://bit.ly/3K8yCNX



Articulating Differentiation: 5 Ways to Trap the Competition

https://bit.ly/3I0CI8i



Align with the Buying Process: The Power of the Mantra

https://bit.ly/3lsawn0





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