Tag: differentiate

The Gist:

• One of the keys to creating a preference to buy from you is meaningful differentiation.
• Over time, it will become more difficult to differentiate based primarily on your company or your solutions.
• The only reliable tool you…

The Gist:

• The type of recommendations you make is an indication of the value you create for your clients and your ability to differentiate and create a preference.
• Because most salespeople sell at the same level, the value at that level…

The Gist:

• Different levels of competency are necessary for certain types of sales.
• Each level requires more of you to differentiate yourself, create value for your clients, and win deals.
• You can accelerate your growth by recognizing…

If you have a choice of adding value or cutting your price, find a way to add value. Adding value improves your performance and cutting your prices reduces the profit you have to create that value.

If you have a choice of differentiating your…

One brick is strong. Two bricks are even stronger. Three bricks stronger still. Stacking makes something stronger. It makes it sturdier, less vulnerable.

How Are Different?

Don’t tell me. Let me guess. It’s your people that differentiate you,…

Many of your prospects believe you are supposed to be transactional. Especially when it comes to your price.

Globalization has made the entire world our competitors, including places with lower labor costs and every bit as much intellectual…

There are two groups of people who cold call: telemarketing firms and professional salespeople. For telemarketing firms, cold calling is what they do. For professional salespeople, cold calling is one tool in an arsenal of many tools (or at least…