Three Reasons Your Sales Team Can’t Unseat the Incumbent

Three Reasons Your Sales Team Can’t Unseat the Incumbent
leadershipteam
Thu, 02/20/2020 – 17:31
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It’s a competitive market. In many industries, the only way to grow market share is to take market share. Your company doesn’t invent bright new shiny objects, where there is no or little competition.
Taking market share requires selling against an incumbent, often an entrenched one, which can be challenging.
It becomes even more challenging when salespeople don’t apply three common-sense selling principles.
#1. Mindset management. Many salespeople give up before they even start prospecting. Their self-talk is filled with, “The prospect has been working with XYZ company for 10 years. They aren’t going to move their business. Our company is smaller than the existing supplier. They probably don’t think we can handle the business. We are higher-priced than the competition.” They rehearse and review all the reasons