| Have been in sales for 25 years and had similar problems myself in the past.
Jools is right on the button
I normally say to the customer that the other supplier produces an excellent product and that I am surprised at the comments as that is not normally how they do business.
Then carry on with the sales visit and do your best to impress. without further comment on the subject.
This makes you look more professional and usually results in an order.
[Edited on 23-7-2005 by philthy] | 
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