“Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making another purchase. In this episode, John Kaplan discusses how you can fight this increasing tendency. He explains how to:* Prepare for discovery sessions to ensure you get all the information necessary to differentiate against “Do It Internally.” * Prepare trap-setting questions. * Obtain an understanding of the buying company’s political landscape. * Explain the merits of your solution without coming off as superior.

Here are some additional resources:* What to Do When You're Competing Against Do It Internally + https://bit.ly/3HTUdXC * How to Ask the Right Questions in Your Sales Conversation + https://bit.ly/3K8yCNX * Articulating Differentiation: 5 Ways to Trap the Competition + https://bit.ly/3I0CI8i * Align with the Buying Process: The Power of the Mantra + https://bit.ly/3lsawn0

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