178: Why Your Products Biggest Differentiator is YOU! With Dave Brock

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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(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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