What’s the best way to outsell a direct competitor without putting them down?
In this episode, Scott Joseph shares a powerful two-question technique for positioning yourself above direct competitors—without ever going negative. He explains how these questions shift the sales conversation by revealing what matters most to your prospects and where your competitors fall short.
Join Scott as he explores:
(2:56) The Story Behind the Two-Question Technique
* The real power comes from positioning—not objection handling.
* Sales success comes from asking the right questions, not being pushy.
(6:55) The First Question
* Ask: “What are the one or two things that have kept you [i.e. the prospect] loyal to them [i.e. your competitor]?"
(7:40) The Second Question
* Ask: “If there were one or two things they [i.e. your competitor] could improve on, what would they be?”
* Let the prospect feel the pain of staying with their current provider.
(10:28) Test Closing
* Use test closes to reinforce relevance throughout the pitch.
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BUSINESS, BOURBON & CIGARS
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Business, Bourbon & Cigars is the preeminent resource for ambitious leaders who want a backstage pass to the top. Each episode, we sit down with ultra-successful executives and industry leaders who share their insider strategies for growth and success. And of course, we may even sip on some of the finest bourbon and light up our favorite cigars while we chat.
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