Which question addresses why customers choose competitors over you?

• A. What would cause customers to stay with you?
• B. Why do some prospects choose your competitors over you?
• C. How do you see expectations changing in the next few years?
• D. What would customers expect from you as far as results?

Answer: (B)

Understanding why customers choose competitors over you helps you uncover what competitors offer that you don’t, and what customers value most in a choice between options. This question gets at the actual reasons prospects favor the competition—whether it’s better outcomes, clearer ROI, more trusted proof, pricing, or stronger service and support. By pinpointing those factors, you can adjust your value proposition, messaging, and evidence to address the gaps and reduce perceived risk.

The other prompts steer you toward staying with you, anticipating future expectations, or describing desired results, which don’t reveal the concrete reasons prospects prefer another option. So this question is the most direct way to uncover the competitive reasons customers opt for alternatives and to target improvements effectively.