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.
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Video
Audio
(click the time stamp to jump directly to that point in the episode.)
- 1:24 Show intro
- 2:19 Interview starts
- 2:55 Are WE the biggest differentiator?
- 5:33 What do you do if you’re not the best in the world?
- 7:50 How we can add more value over the buying process
- 13:48 Adding value by saving time?
- 20:06 The customer defines the problems
- 28:00 Should we take more time in our sales meetings to get to know the customer?
- 31:57 Could sales be automated?
- 38:29 Wrap up
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Resources mentioned:
BOOK: Sales Manager Survival Guide: Lessons from Sales’ Front Lines
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