Buyers don’t want to see sales people anymore. They want to research on their own and find their own solution without ever having to talk to a sales person. Why? Sales people all sound the same. What they offer sounds the same. So if it is all the same, what do they need a sales person for? The sales people who differentiate themselves in ways that matter to their buyers will at least get the opportunity to demonstrate their value. Otherwise, you’ll always be competing on price. Ugh!
We can help by...
We can help by...
We can help by...
The value must be from the view of the buyer, not the seller. In order to differentiate, knowledge of your client, his/her company and industry is king. What you can learn ahead of time through research and what you can learn through discovery can provide what is needed to present your unique value applied to their need.
Not only is differentiation important when presenting solutions, it is becoming more and more important just to get your foot in the door. People are very protective of their time and don’t like to spend it with the professional visitor. They want to know how you will help them get from point A to point B, avoiding disaster on the way. If you can get them from point A to point C, a place they didn’t see before you illuminated it, that’s even better.
Strategic Enhancement Group has been helping sales people learn the skills to be able to differentiate since 1984. We can help you and your sales team learn what they need to be successful growing their sales.
Lets talk about differentiation