How to Sell Against a Competitor Already in the Building

You're three meetings deep with a prospect when you discover they already use a competitor's product — in the next department. Do you badmouth the rival? Play nice? Episode 90 of Sales Leadership with Fexingo breaks down the counter-positioning playbook used by top enterprise reps at companies like Salesforce and HubSpot. Lucas and Luna walk through a real scenario: a cybersecurity firm trying to displace an incumbent endpoint-protection vendor. They cover the three-part framing strategy — acknowledge the incumbent's legitimate strengths, isolate the gap the competitor can't fill, and build a coalition with the friendly department head. Plus, a tactical tip on how to handle the moment the prospect says 'We've already invested too much to switch.' No discounting, no trash talk — just a process that turns a long shot into a credible second source. #CompetitiveSelling #SalesStrategy #Displacement #EnterpriseSales #SalesTechniques #B2BSales #SalesTraining #ObjectionHandling #CoalitionBuilding #SalesLeadership #Business #SalesPodcast #FexingoBusiness #BusinessPodcast #CounterPositioning #IncumbentDisplacement #SalesTactics #RevenueTeams Keep every episode free: buymeacoffee.com/fexingo