Recorded and written By Ari Greenbaum, co-founder of conXpros
We all have the choice of being positive or negative in everything life throws our way. The same is true in sales, especially for people selling home improvement or home services to homeowners. We are all familiar with the saying “you can catch more flies with honey than with vinegar”. Yet, one of the most common and detrimental things salespeople do is bad talk their competition in an effort to make their own product or service sound more appealing. There is little that you can do to hurt your chances of closing a deal than resort to mud-slinging or talking negatively about your competition. If you are familiar with my previous articles and videos, you have heard me preach the importance confidence plays in the selling process. It is critical that you present yourself in a confident way to instill the confidence in the prospect that you are the best person or company to meet their needs. What better way to detract form that confident image than bad talk your competition? I cannot think of many.
In this brief video blog, I share some ideas from my past and present to help better understand the impact mud-slinging can have on your sales encounter as well as some easy to apply alternatives which maintain the confident image and focus on positive messaging. I am confident that by applying these principles yourself or training your sales teams to focus on selling the positives and value of your product or service, you will see a dramatic impact on your conversion metrics. Stay positive, stay successful!
Here are a few articles that share similar concepts to help you further understand the damage that is done through mud-slinging and possible alternatives that will lend towards better results.