What to do if someone that you are selling to or someone that you want to invite to work with you is using a different or competitors product. 

I'm sure you've come across this many times. If you are newer to business, and you have not already this will come up, it is inevitable that you will come across someone who maybe has tried your product before and now uses something else, or has never tried your product before and is using it something else. And it can be really difficult to navigate this because you're going to be stuck between a rock and a hard place. 

You want to help someone solve a problem. And they might already have a solution that's working okay for them. Or you can just be in a place where it's really awkward to try to sell someone something when you don't want to rag on a competitor's product or diminish what they're already using. But you still want to make the sale and grow your business. So there's a lot at play here when it comes to you talking to someone and they're using a competitor's product. 

Now I know that this comes up a lot in the health and wellness space because when someone has a product that they love for a specific purpose, it really decreases the likelihood that they're using multiple products that serve the same purpose. When it comes to health and wellness and even nutrition when we find something that we like right, we're likely not going to stray or try something else. So the biggest thing that you want to think about and identify:

Is it your company's product or solution, something that people are consistently repurchasing? 

Or

Is it something that someone is buying or trying some different types until they find one that they like?

With that being said, if it's something that people are constantly needing to repurpose or repurchase, rather, if you want to share your product, it's going to be a lot easier to be like, ‘hey, when you run out of this product, if you are in the market for something else, here's a great option.’ The biggest thing is making sure that you ask the person if they are happy with the current solution that they are using? And if they are happy, then you need to make the call. 

Does it make sense to try to convince them that my product is superior?  

Because what you want to avoid doing is getting into not even just an argument but a conversation about well, my product is better at this and my product is better at that, right? If the person you're selling to isn't open to discussing a competitor's product, you're basically talking to a wall. 

So the biggest thing is you need to talk to your customer to see if they are open to looking at your product when they're already using something that they like? And the best way to figure that out is to ask “Sally, Are you loving your pre-workout? Or is there something that you feel like the one you're using could be missing the mark on? Let's have a conversation to see if mine fills the gap?” Because that's the other thing that you want to know. Are they open to looking at a different product? And if they are, what about their existing product is something that they're wanting to look for something different, because something else you want to identify is if there's something about a product that they dislike and your product also has the thing that they dislike, it doesn't make sense to sell to them They're being clear with you about what they are looking for and what they aren't looking for. And if you are selling them something that is missing the mark on what they need, that shows that you're looking out for your best interest, and not what is in the best interest of your customer. 

The next thing you want to know is if they are not open to discussing, write your product because they already have something that they like, can you open the door and say, “Well, is there anything else in this area that you wish you had a solution for, I might be able to help.” So just because the product you're going to initially discuss isn't the one that they need, there could be something else in your company or in your product catalog that hits the mark. But the biggest thing to always remember is when you are talking to a customer, your goal isn't to just convince them that your product is superior. In selling, it's important for your customer to make the decision that your product is superior because that is how you go about creating an empowered purchasing environment for your customers. So remember, even if they're not open to talking about a given product that you have, think if there are other products or solutions that can fit the mark. I recommend asking “Sally, I understand that you're really happy with your pre-workout. But tell me, do you feel like you need something that you can use as a meal when you're on the go picking up little Johnny from soccer camp every single evening after work?” You can talk to her to see if there are needs that she has that are not currently being met because that could be an opportunity for you to share something else. 

But let's just say when all is said and done, your prospect is really happy with what they're using, and they are not necessarily open to what you have. I think you can still leave a lasting impression and a positive feeling in their mind about you so that if and when their needs change, they think of you something else to think about as well is just because they're happy with a product service or solution, they might know someone who's looking for something that you have. So I recommend saying something like “Sally, I get that you are really happy with your Nutritionals and your pre workout. But I know that you know my products specialize in helping people with_______. Is there anyone in your life Sally that could use some help with _______? And would you be able to introduce me to them?” So you can ask for referrals and even ask for a formal introduction to get you in front of their contacts. And the only reason you are in a conversation where your prospect feels good referring you to their friends and family is if you aren't badgering them and pressuring them in that you ask the questions, help them fill their needs. And if you can't meet them, you move on. Because remember, we are not in the business of convincing. And when we try to enter the business of convincing all we end up doing is stressing people out, overwhelming them, and damaging relationships. 

When you go into an invite conversation or go into a sales conversation, only thinking about yourself and what's in it for you, your prospects can tell that more than ever, we are nearing 2022 consumers are a lot smarter than we often give them credit for. And right even if they don't buy at that moment, if you leave them with a positive feeling about you, your business, your community, and how you sell there is a much bigger likelihood, a much greater likelihood that they will be back that they will come to you and say “Kayla, I am ready I actually do want to try that product actually do want to take that course, I actually do want to be part of your coaching.” And they come back because of how you made them feel in every single interaction that you had with them, especially when you show a consumer that you care more about them getting what they want than you do about your paycheck. Those become your lifers. They become the loyal evangelists that are shouting about your business and your brand from the rooftops. But that only happens when you put them first, right? We're in the problem-solving business. We are in the service business. So that's what's really important because people remember and that is how you build a strong and solid reputation. 

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