Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Successful Sales People Know Which Differentiators Matter > NetSparsh - Viral Content you Love & Share

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with the same decision criteria.

When sitting toe-to-toe with a prospective client, how well do you answer the question, "What sets you apart from your competitor?"

Tom Snyder, vice president of Huthwaite ? the creators of SPIN Selling ? says in the audio book, "Sound Advice on Sales Strategies," that professional sales people often have trouble articulating what makes their offerings unique.

"In this day and age," he says, "it's all about creating customer value, and that means more than just explaining what your product can do that no one else's can."

Snyder says the answer should change from customer to customer, depending on their specific needs. "Price may be paramount in one client's mind while quick delivery or installation could be the deal clincher for another."

When asked about differentiators, Snyder recommends sales people first ask themselves what differences will matter to this specific client. "Successful sales professionals know this, and more importantly, they know how to make the sharing of these differentiators a value-creating opportunity, not just a value-communicating event."

Tom Snyder offers advice on planning and executing sales strategies each week in the free audio-newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92

About The Author

Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

ATD

Tailoring Training for Different Sales Roles
ATD
How well do adults transfer training into actual on-the-job performance? In other words, what carries the professional sales person from their participation in training to the point where they are comfortable and fluent in using what they learned ...


ATD

Gamify Sales Training to Boost Learning Transfer
ATD
Gameplay in the learning process is a natural fit for sales professionals because it engages their inherent competitive nature. It allows them to compete against teams or themselves. Technology takes gameplay to a new level—for sales professionals to ...


ATD

7 Sales Training Outcomes to Achieve Optimal Growth
ATD
When you boil it down, the goal of sales training is to grow revenue and improve margins. That's what sales is about. However, there are many ways to go about growing revenue and improving margins, and the devil is in the details. Before initiating any ...


Sales Training & Development Manager
Built In Chicago
Market Track is seeking a dynamic, energetic and skilled Sales Trainer to help our 100+ Sales Reps strengthen their sales skills and gain improved knowledge around our multiple products. This newly created role will evolve from heavy content ...


Korea Times

Retailers enjoy brisk sales of 'home training' equipment
Korea Times
As more people choose to work out at home, the fitness equipment market has been growing. According to a recent Shinsegae Department Store survey, sales of "home training" related products such as treadmills, yoga mats and indoor bicycles jumped ...


Training Journal

Sales training ROI: Don't fall for these three myths
Training Journal
Developing a training strategy can be difficult, especially as information taught to sales reps during standard training sessions—such as lectures in classroom settings - doesn't tend to 'stick' with employees. These types of trainings don't engage ...


Tampabay.com

Sales-Training Giant Miller Heiman Group Enters the SaaS Game
American Inno
Miller Heiman Group, which bases some operations in Arlington, has released a new sales analytics platform that it believes will majorly disrupt the CRM market. Scout is a subscription-based software program that combines Miller Heiman's sales training ...
Tampa-based Miller Heiman Group launches new sales analytics platformTampabay.com
Miller Heiman Group Launches New Sales Analytics PlatformMarTech Advisor

all 4 news articles »

Training Specialist III
Built In Austin
We are currently seeking an experienced Training Specialist/Sales Trainer to help drive improved sales productivity for our inside and field Sales Teams. The Sales Trainer will develop and deliver training courses associated with sales methodologies, ...


Muskogee Daily Phoenix

Responsible Beverage Service and Sales training planned for Thursday
Muskogee Daily Phoenix
Responsible Beverage Service and Sales Training will be provided at 1 p.m. July 12, at Nonprofit Resource Center, 207 N. Second St. This training is provided at no cost to the licensee or employee. Responsible Beverage Service and Sales Training ...


Training employee incentives to help with tobaccao sales compliance
Herald Review
Itasca County Board of Commissioners approved an educational plan for Guyer's Corner Store in Nashwauk on Tuesday, in an attempt to limit the sale of tobacco products to minors. The presentation of the plan comes following a number of tobacco citations ...

Google News

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

3 Basic Secrets That Will Explode Your Sales This Year

In this article, I would like to talk about the... Read More

Is the Sales Funnel Dead?

Think about it. If only it was as easy as... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response?... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

Sell Yourself - Sell Anything!

Each of us sells every single day. We are all... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

The Myth of the Natural Born Sales Wonder

When I researched the field of using personality inventories to... Read More

Increase Sales By Flying Under Your Prospects Radar Defenses

How do you persuade someone to do what you want... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

More Sales with Less Selling

Have you ever passed by a bakery display case without... Read More