How to sell against your competition ✅

@yvonnekjay

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Selling · Course / Info

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Why it worked

The video provides actionable advice on a common sales challenge (price competition) by reframing the conversation from price to value, which resonates with entrepreneurs and sales professionals.

Summary

The speaker advises against matching competitor prices, explaining that it leads to a race to the bottom and devalues one's own offerings. Instead, they suggest focusing on communicating the unique value proposition and asking customers what other sellers offer that you don't.

Structure

1Customer states competitor is cheaper
2Speaker questions the price match
3Explains the danger of racing to the bottom
4Identifies the problem as lack of value or poor communication of value
5Suggests focusing on value over price
6Offers alternative questions to ask customers

Product placement

The video discusses sales strategies and value proposition, implying the speaker offers training or advice on these topics, potentially through their linked Stan store, but no specific product is named or demonstrated.

On-screen text

Original caption

Stop price matching yall learn how to sell value. #sales #salestips #salestraining #salesman #entrepreneur

More from @yvonnekjay

Their other posts in the index, biggest breakout first.

How to sell against your competition ✅

Transcript

No thanks. I think I'm going to go with your competitor because they're giving me the same exact product for $1,000 cheaper. Okay, no problem. What was the price that they offered you if you don't mind me asking? If you're going to try and match the price, stop right there. You are going to be racing to the bottom with your prices, and you are going to be cheating your value every time you do that. Here is the problem. You either don't have enough value for the price, which you probably should increase your value, or you're not communicating the value. None of those two things have to do with lowering the price. You guys, it's not about people not having money. They have money, but they have to know that the money that they're spending is worth it. You understand that whatever it is you're selling, they probably spent that exact same dollar amount on something else. So here's what you're going to say instead. Okay? I mean, I want you to get the most bang for your buck, but if you don't mind me asking, what exactly makes you believe that it's the same product? And then you can really hear what these other people are selling. And instead of asking about what the prices, you ask, what is it that these other people are offering you that I'm not offering you? So we want to take the focus off of price and onto value, onto what it is that I can give you besides a lower price. Happy selling.