Homework SourseQuestion of Marketing Your colleague recently observed you
Question of Marketing :
Your colleague recently observed you during a sales call and gave you some pretty important feed back. He said to watch out for \"landmines\". What did he mean?
a. You are falling for easy trick the competition is pulling on you.
b. You are missing signs the customer is giving you about problems and/or opportunities.
c. You are falling for beginner pitfalls and making easy mistakes.
d. There are actual landmines on the site you were visiting and you should watch your step
Solution
1.0 You’re in the middle of a deal when your prospect asks about an area where you’re weak
1.1 A lot of people don’t handle this situation well, and come out of the meeting worried about the deal
1.4 Often times, the source of this issue actually came from a competitor who planted the landmine that you just walked into.
You can always tell if a competitor was the original source because:
It’s a feature where one of your competitors is strong
“It’s equally useful to know what your weaknesses are against your key competitors and honestly capturing those. You’ll need it so that you can work on “objection handling” when prospects naturally bring up these areas … Knowing how your competitors position their USPs against you is a very important part of winning”
| 1.0 You’re in the middle of a deal when your prospect asks about an area where you’re weak | |||||||||
| 1.1 A lot of people don’t handle this situation well, and come out of the meeting worried about the deal | |||||||||
| 1.3 Scrambling to get the feature added to their roadmap | |||||||||
| 1.4 Often times, the source of this issue actually came from a competitor who planted the landmine that you just walked into. | |||||||||
| You can always tell if a competitor was the original source because: | |||||||||
| It’s a feature where one of your competitors is strong | |||||||||
| Someone has well proverbed that- | |||||||||
| “It’s equally useful to know what your weaknesses are against your key competitors and honestly capturing those. You’ll need it so that you can work on “objection handling” when prospects naturally bring up these areas … Knowing how your competitors position their USPs against you is a very important part of winning” | |||||||||
| D.There are actual landmines on the site you were visiting and you should watch your step | |||||||||
| Often times, a landmine is to serve two purposes: to get the prospect questioning you as a valid selection, and to keep your product team busy on something that doesn’t really matter. You can see in the typical cycle above, your competitor can waste a lot of your cycles working on what might be a completely irrelevant feature. So make sure you don’t fall into the trap of having your roadmap indirectly controlled by your competitor. Know your USP’s, your customers, your competitors, your market, and your vision – and make strategic choices about your roadmap | |||||||||
| Four Things for the roadmap | |||||||||
| Go Meet With The Prospect Directly | |||||||||
| Plant Some Landmines Of Your Own | |||||||||
| Evaluate The Real Importance Of This Feature | |||||||||
| Educate Your Field | |||||||||
| Competition learns you didn’t handle this landmine particular well, so they try to repeat this move in as many other deals as possible |
![Question of Marketing : Your colleague recently observed you during a sales call and gave you some pretty important feed back. He said to watch out for \](/WebImages/6/question-of-marketing-your-colleague-recently-observed-you-986858-1761507067-0.webp "Question of Marketing : Your colleague recently observed you during a sales call and gave you some pretty important feed back. He said to watch out for \")
