Differentiation

THE PROBLEM

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!

What are some symptoms when there is little Differentiation?

Your buyer can’t see any difference between your solution and your competition’s solution

We can help by...

  • Conducting deeper discoveries to uncover buyers’ needs, including the known, unstated and unconsidered needs
  • Making strategic business calls to uncover buyers’ critical issues and create offerings that address those business priorities
  • Creating solutions that clients truly value to develop real differentiation
  • Implementing a competitive strategy that aligns your organization closer to the customer than the competition’s strategy does
  • Delivering business value to the client and the client’s organization beyond that of a technically correct solution
Differentiation Solutions

You always seem to be in a price war with your competition

We can help by...

  • Conducting deeper discoveries to uncover buyers’ needs, including the known, unstated and unconsidered needs
  • Making strategic business calls to uncover buyers’ critical issues and create offerings that address those business priorities
  • Creating solutions that clients truly value to develop real differentiation
  • Implementing a competitive strategy that aligns your organization closer to the customer than the competition’s strategy does
  • Delivering business value to the client and the client’s organization beyond that of a technically correct solution
Value Creation Solutions

You keep losing business to “Do Nothing”

We can help by...

  • Conducting deeper discoveries to uncover buyers’ needs, including the known, unstated and unconsidered needs
  • Creating solutions that clients truly value to develop real differentiation
  • Implementing a competitive strategy that aligns your organization closer to the customer than the competition’s strategy does
  • Delivering business value to the client and the client’s organization beyond that of a technically correct solution
Sales Urgency Solutions

Do you need to differentiate your offerings?

The Path to differentiation begins here

What is Differentiation?

Differentiation is being able to present yourself, your company and your product in a way that brings value to the buyer that is different than the competition’s.

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.

Why is Differentiation Important?

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.

How Can SEG Help?

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 revenue Growth

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