Course with Mina
Mina — Competitive Selling Against a Six-Year Incumbent
Competitive selling against a six-year incumbent, practised against the buyer who chose it and defends that decision. Three modules ending in a written cost-of-staying summary in the buyer's own numbers, run without criticising the incumbent once.
What you’ll master — Outcomes you can use
- The rep runs the whole conversation without criticising the incumbent once and still wins a technical evaluation
Your tutor
A competitive strategist who has both defended and displaced entrenched vendors.
The plan — What’s inside
- The Cost Of Staying
- Migration Risk Answered Honestly
- Letting The Sponsor Keep Their Reputation
3 parts
Questions about this course
How do I win against a competitor the customer has used for six years?
Competitive selling against a six-year incumbent, practised against the buyer who chose it and defends that decision. Three modules ending in a written cost-of-staying summary in the buyer's own numbers, run without criticising the incumbent once.