Differentiation

There’s not a salesperson out there who doesn’t want more wins and
bigger deals. The most elite salespeople are strategic about how
they align their solution’s differentiation to their buyer’s needs
and as a result, they’re able to win more, high-value accounts.
John Kaplan shares, where most reps are challenged when it comes to
differentiating their solutions and the skills these reps can focus
on to significantly improve their bottom line. 
Here are some additional resources:
Stacking Customer Requirements in Your Favor 
Helping Buyers Reach Their Own Conclusions 
The Missing Link Between Your Differentiation and Your
Buyers  


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