Vickie Sullivan

Market Strategy for Thought Leaders

Resources  >> Why Underdogs Win Over the Front Runners

Written by: Vickie Sullivan  |  October 13, 2015

Why Underdogs Win Over the Front Runners

Have you ever had a client who loved your work, asked you to come back but then chose someone else? I bet that was a head-scratcher. It was for me, too — until I became that client.

The back story: I was ready to hire my favorite landscape company to redo my backyard. But three red flags became tipping points that gave the advantage to the underdog. I outlined those situations and lessons learned in this article for RainToday. What I won’t forget:

  • The role emotion played in the decision. My peace of mind trumped past positive experiences.
  • Questions without good answers become objections. Understanding the logic wasn’t good enough. I had to mentally agree with the answer.

Related: how decisions get derailed

  • The biggest surprise: neither vendor knew these issues were a big deal. And I didn’t tell them. Makes me wonder what our potential clients don’t tell us.

I learn so much about sales when I’m a client. The upshot: front runners may have the inside edge in the beginning, but there’s always a turn-around opportunity. Use those moments to shine. I know I will.

 

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