They are comparing you to someone cheaper, faster, or shinier. Compete on value, not features, and know when to walk away.
Part of
Consultative Selling →
Stop pushing products and start solving problems. Master the art of sales conversations that create genuine value for both buyer and seller. You'll navigate four escalating scenarios — from the discovery call to the close — practicing the decisions that matter most when the pressure is real and the stakes are personal. This isn't theory. It's practice for the moments that define how this chapter of your life unfolds.
Skills you'll build
What happens in this story4 scenarios
They mention a competitor — by name, with a smile, as if testing whether you will flinch. You feel the comparison land like a punch you were not braced for.
You resist the urge to trash the competition and instead ask what they liked about the alternative. Their answer reveals what they actually value, which is information you cannot get any other way.
The comparison gets specific — features, pricing, timelines — and you realize you cannot win on every dimension. The question becomes which dimensions matter most to this person, right now.
You compete on value, not features, and name the one thing only you can deliver. Whether you win or lose, you leave the conversation knowing exactly where you stand — and that clarity is its own advantage.
More stories in this course
View all →The Discovery Call
The client knows what they want but not what they need. Ask questions that uncover the real problem beneath the stated request.
4 scenarios →The Objection
They said no, but they did not hang up. Learn to hear objections as invitations to understand deeper concerns.
4 scenarios →The Close
The conversation has been great, the fit is perfect, but nobody is signing. Navigate the moment of commitment with confidence and grace.
4 scenarios →The Competitor
They are comparing you to someone cheaper, faster, or shinier. Compete on value, not features, and know when to walk away.
Start free →4 scenarios · 25 min · No account required to try