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Facing competition?

Do you have existing clients that are considering your competitors? Sometimes clients do this because they do not perceive sufficient value from your solution. How to defend the value you are providing and stay ahead of competition...

When to defend value you are providing

It is never too soon to work on managing the client’s perception of value your solution provides.

  • Do not wait until you are threatened by competition or changes in management at the client (new decision makers)


This will reduce/eliminate you having to scramble to educate additional client contacts about the value you are providing

How to defend value you are providing

Depending on your business, there will be additional parts of your approach...critical parts of the approach should include:

  • Recurring meetings

    • Frequency and attendees determined by you and your “inside coaches” at the client

  • Put it in writing!

    • Summary of value you have delivered and your client’s results

One with your inside coaches at the client (those rooting for you and helping you) to learn about how to share/present/defend your value. You will feel more confident about the client relationship!

Marc Kitz, Sales Coach


Checkout my Sales Coaching blog -

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