How do you enable sales in deals where competitors claim to have the same functionality but don't?

Use "trap setting questions." Craft a question for the customer to ask your competitor that will expose the lacking functionality. In extreme cases you could send a video...

It's pretty easy to get sucked into requests for an external-facing 'feature comparison' slide. And it is required in some instances. But for the most part, we focus on r...

Generally there are two elements to this answer. First is that the sales team had qualified the lead with the appropriate discovery questions to ensure that the target fo...

Deep Understanding of Customer Needs: Ensure your sales team has a deep understanding of customer needs and pain points. This allows them to clearly differentiate your of...

When competitors claim to have the same functionality, the best response isn’t to debate features—it’s to reframe the conversation around business outcomes, execution, an...

If you can objectively point to artifacts where there are gaps in functionality e.g., website, customer reviews via third-party sites, etc - that would be my suggestion. ...

Figure out the "probing questions" that your prospective customer could ask to discover the truth of your competitor's product. Know why that functionality matters and ha...