Comments on: Differentiate: The Ability to Stand Out In a Crowd http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: No is Easy. Go For Yes http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-1921 No is Easy. Go For Yes Thu, 29 Apr 2010 10:58:05 +0000 http://thesalesblog.com/?p=2572#comment-1921 [...] offerings. In order to get your prospect to say yes to a meeting, you have to be able to differentiate yourself and your offering from every other salesperson that sells what you sell and that sounds remarkably [...] [...] offerings. In order to get your prospect to say yes to a meeting, you have to be able to differentiate yourself and your offering from every other salesperson that sells what you sell and that sounds remarkably [...]

]]> By: 3 Ways to Differentiate Yourself and Your Offering in Sales – The Sales Blog « Tech4buziness – Eng http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-1285 3 Ways to Differentiate Yourself and Your Offering in Sales – The Sales Blog « Tech4buziness – Eng Wed, 10 Mar 2010 07:48:47 +0000 http://thesalesblog.com/?p=2572#comment-1285 [...] first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy [...] [...] first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy [...]

]]> By: 3 Ways to Differentiate Yourself and Your Offering in Sales http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-1251 3 Ways to Differentiate Yourself and Your Offering in Sales Sun, 07 Mar 2010 16:54:59 +0000 http://thesalesblog.com/?p=2572#comment-1251 [...] first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy [...] [...] first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy [...]

]]> By: Success in Sales is Managing Outcomes: The Ability to Achieve Results http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-1008 Success in Sales is Managing Outcomes: The Ability to Achieve Results Wed, 17 Feb 2010 13:32:18 +0000 http://thesalesblog.com/?p=2572#comment-1008 [...] empathy, communication, and influence), as well as the other nine sales-related skills (closing, differentiation, prospecting, business acumen, diagnosis, storytelling, negotiation, change management, and [...] [...] empathy, communication, and influence), as well as the other nine sales-related skills (closing, differentiation, prospecting, business acumen, diagnosis, storytelling, negotiation, change management, and [...]

]]> By: Business Acumen: A General Understanding of Business Principles http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-934 Business Acumen: A General Understanding of Business Principles Thu, 11 Feb 2010 11:23:15 +0000 http://thesalesblog.com/?p=2572#comment-934 [...] S. Anthony Iannarino on February 10, 2010 Business acumen doesn’t follow closing, differentiation, or prospecting, even thought it is fourth on the [...] [...] S. Anthony Iannarino on February 10, 2010 Business acumen doesn’t follow closing, differentiation, or prospecting, even thought it is fourth on the [...]

]]> By: Michel Theriault http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-923 Michel Theriault Wed, 10 Feb 2010 01:54:04 +0000 http://thesalesblog.com/?p=2572#comment-923 Anthony, you've hit it right on the head. Beyond direct selling, it's something I see missing from proposals by both small and large companies. I help bidding companies write their proposals and also help buying companies evaluate RFP responses, so I've seen it all. Time and time again, I see lots of chest thumping and horn tooting, talking about how great they are and why they are the best and should be selected. What's missing is the details - the evidence that truly differentiates them from the others. Not just talk, but as your point #4 suggests, "What are the differences that make the differences for my clients when they choose me over my competitors?" First, you need to know what the client cares about, then you need to prove you are different in the areas that matter. Bidders who prove it and don't just deliver marketing fluff in their proposals have more credibility. It's one of the things I talk about in my book "Win More Business - Write Better Proposals". It'll be available on Amazon.com by the end of February 2010 - for more info, check out http://www.howtowinmorebusiness.com Michel. Anthony, you’ve hit it right on the head. Beyond direct selling, it’s something I see missing from proposals by both small and large companies. I help bidding companies write their proposals and also help buying companies evaluate RFP responses, so I’ve seen it all.

Time and time again, I see lots of chest thumping and horn tooting, talking about how great they are and why they are the best and should be selected. What’s missing is the details – the evidence that truly differentiates them from the others. Not just talk, but as your point #4 suggests, “What are the differences that make the differences for my clients when they choose me over my competitors?”

First, you need to know what the client cares about, then you need to prove you are different in the areas that matter. Bidders who prove it and don’t just deliver marketing fluff in their proposals have more credibility.

It’s one of the things I talk about in my book “Win More Business – Write Better Proposals”. It’ll be available on Amazon.com by the end of February 2010 – for more info, check out http://www.howtowinmorebusiness.com

Michel.

]]> By: Daniel M. Wood http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-922 Daniel M. Wood Tue, 09 Feb 2010 20:06:10 +0000 http://thesalesblog.com/?p=2572#comment-922 Hi, This is the first time I have visited this blog, I was pleasantly surprised at the quality of this article. This subject is awfully important. All to many salesmen still live in the old days where you could let the product speak itself. Today we have much too much competition to get that chance. You have to catch the attention of the customer quickly and keep it to even have a chance to present your product. I think you have some good ideas on how to stand out from the crowd. The important this is to always do something that others don't expect. Thanks again for the article and I look forward to reading more. //Daniel M. Wood <a>Looking To Business</a> Hi,

This is the first time I have visited this blog, I was pleasantly surprised at the quality of this article.

This subject is awfully important.
All to many salesmen still live in the old days where you could let the product speak itself. Today we have much too much competition to get that chance.

You have to catch the attention of the customer quickly and keep it to even have a chance to present your product.

I think you have some good ideas on how to stand out from the crowd.
The important this is to always do something that others don’t expect.

Thanks again for the article and I look forward to reading more.

//Daniel M. Wood
Looking To Business

]]> By: Tweets that mention Differentiate: The Ability to Stand Out In a Crowd -- Topsy.com http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-921 Tweets that mention Differentiate: The Ability to Stand Out In a Crowd -- Topsy.com Tue, 09 Feb 2010 05:14:23 +0000 http://thesalesblog.com/?p=2572#comment-921 [...] This post was mentioned on Twitter by Renbor, Christine, BarbDreger, Alen Majer, S. Anthony Iannarino and others. S. Anthony Iannarino said: Differentiate: The Ability to Stand Out In a Crowd http://bit.ly/a6bX4Q #sales #salestip #b2b [...] [...] This post was mentioned on Twitter by Renbor, Christine, BarbDreger, Alen Majer, S. Anthony Iannarino and others. S. Anthony Iannarino said: Differentiate: The Ability to Stand Out In a Crowd http://bit.ly/a6bX4Q #sales #salestip #b2b [...]

]]> By: uberVU - social comments http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-920 uberVU - social comments Tue, 09 Feb 2010 03:31:49 +0000 http://thesalesblog.com/?p=2572#comment-920 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by iannarino: Differentiate: The Ability to Stand Out In a Crowd http://bit.ly/a6bX4Q #sales #salestip #b2b... Social comments and analytics for this post…

This post was mentioned on Twitter by iannarino: Differentiate: The Ability to Stand Out In a Crowd http://bit.ly/a6bX4Q #sales #salestip #b2b…

]]> By: BizSugar.com http://thesalesblog.com/2010/02/differentiate-the-ability-to-stand-out-in-a-crowd/comment-page-1/#comment-919 BizSugar.com Tue, 09 Feb 2010 02:57:24 +0000 http://thesalesblog.com/?p=2572#comment-919 <strong>Differentiate: The Ability to Stand Out In a Crowd...</strong> Success in sales is dependent upon your ability to differentiate your product or service in a crowded field. More important still is your ability to differentiate yourself as a salesperson. This is accomplished first by possessing and developing the te... Differentiate: The Ability to Stand Out In a Crowd…

Success in sales is dependent upon your ability to differentiate your product or service in a crowded field. More important still is your ability to differentiate yourself as a salesperson. This is accomplished first by possessing and developing the te…

]]>