Differentiate & Connect

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It’s an incredibly competitive marketplace today, and it’s only getting more competitive. The margin of victory is increasingly small and most sales people lack a sales process that matches the natural buying process that nearly all buyers follow.

Differentiate To Win

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I think the big thing we have to be concerned about is, how do we distinguish ourselves? So when I speak to sales professionals I ask people, ‘What do you do to keep from sounding and looking like everybody else out there?’ The tough part is if you’re an ...
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Differentiating Yourself From The Competition

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The economic climate we’re in is quite unstable. It’s a buyer’s market out there. There’s a tremendous tendency toward commoditization, and that is, buyers deliberately making commodities out of the products & services we sell. A lot of times salespeople ...
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Disqualify Your Way To Success

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If sales reps get the hint of a smile or maybe a closing question from their prospective customer, they think there’s hope. Many don’t realize that their responsibility early in the sales call is to disqualify their prospect…find out all the reasons they ...
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