#34 - 5 Rules of Selling Against Your Competitor | David Priemer, Cerebral Selling

Adam is joined by best-selling author David Priemer and Enterprise Sales Leader at Klue Alex Cook for this month's edition of Competitive Enablement Live.  David dives into his 5 Tips for Selling Against Your Competition in competitive deals, with real-life examples from Alex shared throughout the conversation.

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(00:00) Welcome to Competitive Enablement Live
(07:46) Inspiration and Empathy in Selling
(13:46) Handling Objections and Rejections
(18:21) Asking Questions to Reveal Competitive Intelligence
(24:08) Bashing Your Competitors
(30:39) Inoculation Theory in Selling
(37:37) Ramping New Sellers for Competitive Deals
(42:47) Using Discovery as a Competitive Resource
(48:38) Incorporating Belief Statements in Competitive Deals
(53:37) Defining Positioning and Messaging.


Host: Adam McQueen
Producer: Ben Ronald

About Klue:
 
Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use.

Host: Adam McQueen
Production: Grayson Ottenbreit

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