How do I sell my differentiators?

The Q and A Sales Podcast

Paul helps you stand out from the sea of choices your customers have by highlighting your key differences.

Show Notes

Never discount a differentiator. “It’s better to lose a deal than discount a differentiator.”

When the customer compares your price to your competitor’s, acknowledge the difference in price by pointing to the value they will receive with you.

Don’t bad-mouth the competition. Instead, highlight your strengths that point to your competitor’s weaknesses.

Use the generic similarities between you and the competitor as a springboard to what makes your solution unique.

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