Differentiation: The Make or Break Sales Skill

August 11, 2015


3 Steps to Matching & Positioning Product for Maximum Impact


We hope you've enjoyed our Sales and Business Development blog series so far. In case you missed the other two blogs, you can view them hereThis blog is the third in our series, and will help you understand the importance of client differentiation.

  1. It’s All About the Client  

When a client has a problem, issue or ‘hook’ requiring a solution, they look for one thing: simplicity. They are looking to "break-down" an existing problem and seek a solution that will satisfy their needs and take their business forward. Your job is to understand the specific business issues and then provide a solution that will address their issues in very concrete, tangible ways.  Here is where you will need two key things:

  1. A complete understanding of the client, the business and their aspirations for the future and blockers that will get in the way and hinder future growth
  2. A thorough and detailed understanding of your product / solution and how to position that product appropriately so it presents a business answer to client growth

Read more...

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