"Hi Bob, have you tried "natural" male enhancement? I saw the commercial on TV last night and immediately thought of you"
"Wow Barbara, that dress looks great. Did you get it in the "big girls" section at Lane Bryant?"
"So the wife and I just joined a swingers club......"
I would hope the readers of this blog would agree that these are lines that would exude a certain level of awkwardness and discomfort if they appeared in casual conversation.
However, as a sales professional we can generate similar feelings of discomfort with our prospects if we start to trash our competition.
I hate to burst your bubble, but you remember that great conversation you had where you felt like you and the prospect really "connected" and you shared how your competitor's solution has been linked to Herpes Simplex 10?
Well here's a news flash, your competitor had that same "connecting" conversation and when the subject of your company came up, he responded this with this:
"You are looking at ACME? You know they do very well in Java shops and I've seen some good press on them. However, knowing your internal infrastructure, project requirements, and with the fact that your CEO is sponsoring this project, I am confident that our solution, along with the reputation of our company, will not only surpass your technical needs, but offer a degree of comfort and validation that you are doing business with the industry leader."
See the difference? Herpes vs. Industry Leader?
Of course we need a real life example to really drive this point home. Next week, we'll share a life less from Don.