From Seth’s latest:
When a sales rep says, “You know, after hearing your situation, I think you’d be a lot better off with my competitor’s product instead, here’s her number,” it actually creates positive word of mouth and long-term growth.
It seems counter-intuitive to some. “Why should I recommend my competitor? It’s all about sales.” No, it’s about marketing – getting people to know, like, and trust you (as John Jantsch says). Treat your client like they’re a friend you want to help out. If your product or service isn’t the best fit, tell them.