Dave Brock is a world leading sales expert and today he’s explaining why it’s not your products features, benefits or pricing that closes deals, it’s you.
In a world of constant commodification, where most products look and behave similar to the competition. the biggest differentiation is the sales professional who is selling it.
We cover a number of products differentiation examples but the message is that the best products differentiation strategy is YOU.
There is no difference between the differentiation of commodity products vs high end. It all comes down to the salesperson.
Clearly the biggest, baddest, most meaningful differentiator in sales is the sales rep themselves.
We also cover Dave’s book the sales manager survial guide which shares a number of lessons from sales’ front lines