Sales Tip: Don’t make a mountain out of a mole hill

Don’t over-answer a product question, since often it is a simple throw-away remark and not a deal-killing problem. Your first response should be quick and simple: “We checked all the competitors and our total package is stronger than all industry standards.” Oftentimes this will suffice, and the prospect will be happy. If he brings this up some more, and especially a particular competitor’s system, it tells you several things: that this is really important to him, it could be a deal-killer and he is also looking at buying a system from someone else. So give him the specifications of your product again and if you’ve done your competitive homework, tell him specifically about the competition.