What question helps a salesperson assess how their product compares favorably to competitors?

• A. Why should I buy my own product over a competitor's?
• B. What is misleading about the competitor's prices?
• C. How can I convince customers that competitors do not offer good customer service?
• D. What can I tell customers that will make my company look better?

Answer: (C)

The idea is to anchor the comparison in a real, verifiable advantage that customers care about. Focusing on how the product’s support and service stack up against competitors gives you a concrete, credible way to show why your offering can deliver a better experience. By asking how to convince customers that competitors don’t offer good customer service, you’re compelled to identify specific service strengths—like faster response times, longer support hours, easier returns, proactive follow-up, or better guarantees—and to gather evidence to back those claims. This turns the comparison into something tangible and trustworthy, making it easier for customers to see the value.

Other options tend to be less effective for this purpose. One prompts internal justification rather than presenting a customer-relevant comparison. Another centers on exposing competitors’ pricing in a potentially unethical way rather than framing your own advantages clearly. The last option encourages vague marketing claims about making the company look better instead of building a substantiated, differentiating argument.