How to be different in how you sell, not just what you sell
When I introduce the subject of differentiation to salespeople, they immediately point their fingers at their employers.
“It is their job to create a differentiated product for us to sell,” they'll say.
In their minds, differentiation is entirely the responsibility of the company.
Certainly, a company has a responsibility to create a differentiated offering that justifies the pricing they’ve assigned to it. What salespeople fail to realize is that they have a tremendous opportunity to differentiate themselves beyond the features and functions of the products they sell.
National Business Development Manager at Cater Care Australia
6 年So true Lee, differentiation and the sales experience is key to successful growth.
Icheckey - Sales
7 年So pity can not read the rest
business engineer (coaching, training, redesign, and implementation)
7 年I'm biased on how sales people work with and within the organization. Typically, the sales person needs to up ramp their understanding of what their company does and the benefits the company's products provide for the customer. But, problems arise when the company decides to dump this knowledge on the sale person and treat the sales person as a cog, and not a partner in the company's business management. Sales people are the face of your company and must reflect not just the company, but the company's culture and reputation as well. All successful sales people I've seen are partners, not cogs.
CEO At Hwautohaus
7 年Personalized selling pays off