Let’s talk about how to successfully sell what you’ve got when your product is not No.1.
Walk your prospect through the facts and what the market offers. Explain why the product you're offering would satisfy their needs. Why buy an F-250 Dually when you are only hauling bags of mulch for the garden on dry roads?
Much of your success in selling against number one is your attitude and how you approach the situation.
If you go at it with your tail between your legs, your prospect will see through you in a heartbeat. Yes, your product may not be the market leader, but it is also not a piece of crapola either. Present your product with the same enthusiastic system as you would any of your products using the tried and true: feature, advantage, benefit, trial close method followed by the feature, advantage, benefit, close.
