Other than talking about technology, how can you truly differentiate yourself in the eyes of your prospect?
When was the last time you were presenting to a customer or prospect and got so excited about your solution, that you spent more time talking than asking questions?
And if you brought along a subject matter expert, the problem just got worse.
While we’re convinced the stories we tell about our technology are unique, our prospects expect to hear these stories and so they rarely make an impact these days.
So how can you truly differentiate yourselves… Hint, it’s not your technology!
Enjoy video # 5
PS. Interested in winning more Big Deals? Here are the next steps…
Step 1. Watch this short video to learn the core principles (if you haven’t already)
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For more ideas about how you can help your team win big, read my new book Winning the Six-Figure Sale: A Sales Leaders Guide to WIN More Big Deals With my Proven 3-Step System.