The Ability to Differentiate - A Vital Key to Selling
Jeffrey Gitomer
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Jeffrey Gitomer
King of Sales | International Sales Trainer and Keynote Speaker | Best-Selling Author | Sales Strategies ?
REALITY: Differentiation has always been a major struggle for salespeople, and at the same time is a vital key to customers buying.
CLARIFICATION: "Compare to" the competition vs. "differentiate from" the competition.
- When you compare yourself to the competition, it's typically a price comparison.
- When you differentiate yourself from the competition, it's about value.
The obvious key is that the customer must perceive a difference, or there is none.
The four MAJOR sales-completing questions and barriers to sales that cause consternation, frustration and REJECTION in your sales world are...
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GTM Expert! Founder/CEO Full Throttle Falato Leads - 25 years of Enterprise Sales Experience - Lead Generation and Recruiting Automation, US Air Force Veteran, Brazilian Jiu Jitsu Black Belt, Muay Thai, Saxophonist
1 个月Jeffrey, thanks for sharing! I am hosting a live monthly roundtable every first Wednesday at 11am EST to trade tips and tricks on how to build effective revenue strategies. I would love to have you be one of my special guests! We will review topics such as: -LinkedIn Automation: Using Groups and Events as anchors -Email Automation: How to safely send thousands of emails and what the new Google and Yahoo mail limitations mean -How to use thought leadership and MasterMind events to drive top-of-funnel -Content Creation: What drives meetings to be booked, how to use ChatGPT and Gemini effectively Please join us by using this link to register: https://forms.gle/iDmeyWKyLn5iTyti8
Solar Boy
4 年I am from china,I bought your book yesterday
Gerente Vendas Aftermarket Brasil
4 年Great!
Hyper growth, dynamic HCM organization making a powerful mark on the PEO industry.
5 年May I restate that as " Differentiation is one of the #keys2selling " Couldn't resist! But it's so true. In Christophe Morins book The Persuasion Code he discusses how the brain is drawn to that which is different or "contrast". I'll sometimes bring a old brick phone to a presentation and contrast it with a smart phone. It makes people laugh but it also makes a powerful point. They both make phone calls, but...
Complexion911
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