Competitor

Likes

Winning, comparison, best

Dislikes

Passive, no competition

Recommended sales approaches

• The Alternative The alternative to the default choice.
• The Boomerang Return their objection as a benefit.
• The Busy Person Respect their time: 'I know you're busy—here's the one thing...'
• The Checklist Give a checklist that includes your solution.
• The Curious Ask what they're looking for and mirror their language.
• The Full-Service We do it all for them.
• The Human Touch Personal note in automated flow.
• The Hybrid Best of both worlds.
• The Multivariate Test multiple elements.
• The Number X customers, Y years, Z countries.
• The Obvious Choice Once you see it, it's obvious.
• The Questioning Ask more questions; let them convince themselves.
• The Quiz Quiz that segments and recommends your offer.
• The Ready For those ready to buy now.
• The Referral Ask Ask for a referral from a happy customer in front of them.
• The Tour Walk them through the product.
• The Trigger Reach out when a trigger event happens (new job, etc.).