Competitive displacement

How it is used

Use for replacing an incumbent; discuss switching effort as well as the proposed improvement.

Example sentences

1. The proposal for competitive displacement included a plan to migrate the buyer's existing data.

   Replacing a supplier requires attention to the practical transition.

2. Competitive displacement was difficult because the technicians knew the old equipment well.

   Familiarity with the incumbent can be a barrier beyond price.

Common collocations

• competitive displacement strategy
• competitive displacement opportunity

Related terms

• objectionA reason a potential customer gives for not buying or not buying yet, such as price, timing, trust or a competitor's offer.
• proposalA document sent to a potential customer that explains the suggested solution, what is included, the price and the main terms, written to win their business.

More terms: Objections & Closing

• close
• trial close
• buying signal
• push back
• sign off
• objection handling
• closing technique
• urgency
• no decision
• loss reason
• cost of inaction
• objection isolation