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Are You Really That Different From Your Competition?

One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our competition. We know that our products are different, have differential qualities and will be better for our prospects than our competition’s will. What can we do…

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Become More Collaborative And Consultative

Our buyers have changed over the past few years. Those who were around in the early part of this century have either been replaced, moved on or changed the way they buy. Selling in the same way as we always have means we miss out on opportunities, because the buyer who bought from us with that style doesn’t exist any…

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Do You Try To Add Value? Try Something Different!

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this per-se. It adds meaning to why they are positioned where they are, right? The customer can see exactly what they are…

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