How is Sales Creating an Advantage? Quick Note....

Most sales professionals sell as if their company and their solution are their advantages. Unfortunately, that belief is false 99% of the time, and it is one of the ways we have commoditized the sales call. When the only difference between one salesperson and their competitor is the company logo on their slide deck and the color of their eyes, there is no reason to prefer one to the other. The unfair advantage we seek is found not in what we sell or who employs us to do so. Instead, we find our edge in how much value we create in the sales conversation.

Questions this morning:

  • What do you do to capture mindshare that provides you an advantage?

  • What can you do to earn the right to more time than your competitors?

  • What do you presently believe to be an advantage that has proven to win contests?

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