#48 - Hello SaaS Sales Rep—Crossing Statement, Part 1, Scenario #3: The Feature Comparer
Description
Your buyer’s done their research—and they’re not impressed.
In this episode of SaaS Simplified, we break down how to respond when a prospect says:
“Other tools look pretty similar, and they’re cheaper.”
This is The Feature Comparer—a prospect who’s focused on the surface. Your job? Help them see the difference that actually matters.
You’ll learn how to use a 5-part Crossing Statement to shift the conversation from features to scalability, control, and long-term value. We’ll cover how to:
- Anchor differentiation in real-world operations
- Introduce hidden costs your buyer hasn’t yet considered
- End with a high-impact, decision-driving question
If you’ve ever struggled to explain why your Enterprise product is worth the jump, this episode gives you the exact language to do it—calmly, clearly, and with conviction.
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// Michael Feichtner
United States
