Lisa and Elizabeth guide you through taking a realistic assessment of marketing, product, and customer acquisition.
- Understanding your buyer's journey is imperative…in your ability to differentiate the sales process.…You know what their experience is like with you,…but what has their experience been before you?…What about the elements of your organization…you can't necessarily control?…Let's look at three elements of the customer experience…that you might not be able to fully control as a seller,…but you can use to your advantage.…First, marketing.…Now, that doesn't mean the marketing from your organization.…
It means the entire landscape your customer is experiencing.…Customers see a variety of messages…that together form their opinion about an industry.…You, as a rep, need to understand…what your prospective customer is seeing…so you can frame your message.…For example, if all your competitors' ads focus on price,…you're going to need to reframe…the conversation to focus on value.…If your competitors say your solution isn't as effective,…you need to be ready to overcome that objection.…
Think about your customer and their world.…
- 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