The Smart Way to Increase Sales Without Trashing the Competition

One of the phrases that can put many on the defense is, “We’re also talking to a few others.” Sometimes it’s said plainly.  Other times it’s softened into something like, “We’re still exploring our options.”  Either way, it tends to trigger the same reaction: the urge to explain, justify, or subtly compete. You start thinking about how to stand out, how to defend your pricing, how to make sure you’re not the one who gets cut. The trouble is, that instinct almost always works against you. Over-explaining erodes confidence. Competing in comparison pulls you into someone else’s frame. And trying to prove your value in that moment often does the opposite. In this episode of Sales Is NOT a Dirty Word, I break down how to handle competition talk without tightening up, avoiding it all together or overexplaining.  Instead of reacting, I walk through how to slow the conversation down, stay anchored, and lead it in a way that builds trust rather than pressure. This episode covers: Why conversations about competitors don’t have to feel awkward, transactional, or forced How to redirect comparison talk with clarity, confidence, and intention The kinds of questions that help prospects think more clearly about what they actually need Why being genuinely comfortable with “this might not be the right fit” often increases your close rate A real client example where filtering out the wrong fit protected both the deal and the relationship If you’ve ever wished you had better words when someone brought up your competition, this episode gives you language that feels natural and authority that doesn’t need to be announced. Want help crafting what to say in your specific situation? Book a Sales Level-Up Call and we’ll build it together: https://calendly.com/aleasha/salesteam-levelup 01:00 – What NOT to do when your prospect mentions other options01:40 – How to empower instead of persuade02:30 – Using client pain points with other providers to guide the convo03:20 – Real example: ad agencies and account access red flags04:15 – The difference between guiding and convincing05:00 – When to gently suggest they're looking for a different kind of support06:00 – Sample questions that highlight gaps in your competition07:20 – Why trust comes from transparency, not perfection08:00 – A simple phrase to offer value without attachment08:45 – Final reminder: You’re not here to win a debate. You’re here to help them choose the right fit. #SalesIsNotADirtyWord #SalesWithIntegrity #BlackSheepSales #ProspectEmpowerment #CompetitionInSales #SalesStrategy #SalesConversationTips #SalesBoundaries #TrustBasedSelling #AleashaBahr #ClientFitMatters #DiscoveryCallTips #SalesConfidence #ServiceProviderSales #SalesMessaging #HighIntegrityBusiness #SalesPodcast #HandlingObjections #NoMorePressureSelling For more insights on selling without pressure, pretending, or performative tactics: 📌 Website: https://aleashabahr.com/📌 LinkedIn: https://www.linkedin.com/in/aleashabahr/📌 YouTube: https://www.youtube.com/@aleashabahr