Discussing Competitor’s by Name is a No-No

Okay, before you think that I have gone off the deep end without a breath of air, let me explain this title. Discussing Competitor’s by Name is a No-No is a fact of sales life.

First, it is a mistake for you – the salesperson – to bring up the name of a competitor during discussions with a customer or prospect. Why? Because the customer or prospect may not be aware of this competitor until you tell them.

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