Differentiating is a good talking point, but it doesn’t close sales. Showing you’re competent does.
In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every competitor is different.
However, differentiating is not what closes a sale. Showing you’re the best alternative of the various choices does. Best is decided by the ultimate decision-maker and those that influence him or her. Best does not mean the most different. Best means .......
Read what counts at C-Level Relationship Selling – How to Differentiate When Selling