Lisa and Elizabeth show how to make improvements even if what you're selling isn't differentiated. They guide you on defining the three pieces of buyer information that will enable you to create a differentiated pitch.
- What do you do if you're not differentiated?…Perhaps you've reached a conclusion…that you're just like everybody else,…a "me too" company in a commoditized business.…That's okay.…People still need what you have to offer.…And if you're in a commoditized business,…it means a lot of people need what you have.…Now you might not be able to differentiate your offering…but you can make the act of doing business with you,…the seller, special.…There are a lot of organizations and individual sellers…that have created a differentiated experience…in what once was a commoditized space.…
For example, think about oil changes on your car.…The oil is the same.…The amount of time it takes is usually the same.…And the price is usually in the same ballpark.…However a number of companies have created a…special experience for their customers.…Here's another example.…One of our clients sells heating and air conditioning parts.…They're standard parts and you can…get them just about anywhere.…But one of their sales people outsells everyone else.…
- How can you differentiate your organization?
- Setting yourself apart
- Differentiating your language
- Adding value before collecting revenue
- Differentiating during the sales process
- Unpacking the buyer's journey
- Differentiating in the first meeting
- Talking about the competition
- Customizing your deck
- Differentiating your written proposal
- Asking for the business
- Differentiating inside your organization