Tag Archives: differentiation

Redefine the competitive landscape – win the day

To differentiate in the market place, salespeople must understand the customer’s decision criteria, have a shared meaning of that decision criteria along with a relative priority on the importance scale – and then … how the customer believes you stack up against that criteria. Continue reading

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How can sales reps create value and differentiate themselves from competitors?

In many posts we’ve talked about customer value, how a sales person can create value for their customers, and the importance of selling value. It’s also a central point in almost all of our sales training programs. This post share how sales reps answer two questions: 1. What did you do differently that enabled you to create extraordinary value for your customer?” and 2. “How can you do a better job than your competition in creating value for your customer?” Continue reading

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