I was the prospect listening to a vendor present their offering. The salesperson was working his way through their product presentation and entered a section on “Competitive Differentiation.”
One slide listed several competitors, and the salesperson began to discuss how his product was superior to the others. I perked up and made a quick note.
Seeing this, the salesperson asked me what I thought about the various competitors.
I responded, “Well, I didn’t know that [Vendor C] had an offering in this space. Many thanks for letting me know – I’ll check them out!”
And [Vendor C] did have an excellent product that, for our needs, was the best fit – which we purchased and enjoyed for years!
Moral? Beware of Premature Elaboration!
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