Defending Unique Product Differentiators
Effectively using unique differentiators can be the difference between winning and losing a deal.
Unfortunately, most AEs use them wrong. Here’s why and how to fix:
A unique differentiator is a feature/solution you offer that your competitors do not.
AEs love to bring these up in sales calls:
How to bring up pricing + overcome sticker shock in sales
I’m frequently asked if you should bring up pricing early in a deal.
I think you should almost always bring it up – here’s why:
Why Meeting Solution Requirements is a Bad Sign
This week we are looking at why simply meeting your customer’s requirements usually leads to losing.
The situation:
Sellers become excited when their prospect lists their required features and knows their product checks all the boxes. Unfortunately, this is usually a red flag.
Trap Setting in Discovery Calls
Let’s talk about trap-setting.
Effective trap-setting increases your win rate by disqualifying your competition. This is done by influencing your buyer’s required capabilities to include your differentiators.
Here’s how:
Why You Should Proactively Address Risk in Sales
My rule as a leader is that I’ll never be upset with a bad outcome as long as two things are true:
We had a good plan
We executed that plan
So, what makes a good plan? A good plan addresses two types of risk: