Podcast episode
Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
30 Minutes to President's Club20 Jan 202536 min
Description
ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses. In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them. PATH TO PRESIDENT’S CLUB" Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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How do you paint the landscape and paint your option is the best one when you're not the best solution? You might be like the cheaper competitor. How does that narrative change? How do you position your solution if you're not best in class? This is a really tough one. This goes back to what you were saying, Armand. “What you don't want to underestimate is the fact that when a buyer sees two solutions as fairly equal, the differentiator is how well you sell.” The big thing with this customer to take in consideration is the measure of how well you sell is as a buyer. I'm coming on and thinking about what did I learn from this person? What are the insights? A lot of chorus and gong back in the day, we've mentioned a lot of this. They went head to head on a lot of deals. We love gong right on this podcast.
the cheap solution or the customers that want all the fancy integrations. You've got to find that sweet spot because if you're trying to sell the premium solution to cheap customers only, you're going to lose a lot of deals that are going to drive you crazy because usually you're not going to win everywhere. That's a good point you bring up. We talked about this yesterday. I “When someone says, your competitor has this feature, but you don't,” yeah, you got to chunk the conversation up. Hey, before we dig into that, what are you trying to accomplish through that? What is the problem that you're trying to solve? We just have a different way of doing it. If you're a smaller company or you're not the number one company, let's say a category leader, you got to think about how do I de-risk the purchase
would recommend is that we can at least get those project owners involved in your director of ops. Is that something you think we can make happen? I'm sharing a story of a customer that has accomplished a good outcome by involving their team. And I'm using that as a way to sell the “person on multithreading, but also as a way to pressure test their ability to get the introductions” for that. If they aren't able to do that, if they're like, yeah, I don't really interact with those people. We could do one of two things. I could reach out to them directly and mention that we had a conversation or we could try to work on something together for you to get an introduction.
Everybody stick around for a 60 second recap coming up soon. All right, Nick, it is time for a two by two recap from this episode with Jason Bay. What do you have for your two? So the first one is in a rip and replace deal, one of the first questions you should ask is why did they bring on the solution they have in place to begin with? “This helps you understand the problems they were looking to solve, their motivations,” et cetera. It's a great early question to ask in rip and replace deals. My next one is in deals where you're up against competitors to win the business, you should be testing your champion late stage in the deal to determine if this were up to you
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